Techniques to close a sale with a client

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Knowing how to sell is an art that requires certain skills and knowledge. You can show the product, inform about all its benefits, and still the buyer may still be unsure whether to buy or not. In these situations, most sellers do not know how to act.

Techniques to close a sale with a client
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As pointed out in a study by Kurlan and Associates published by Force Manager , of the 700,000 profiles analysed, only 6% of these were considered star salespeople compared to 74% who, according to the report, were not up to par. This figure shows the need for companies to invest in training to improve the skills of their employees. For this reason, today we want to propose three techniques to close sales with your clients.

Closing of the alternative
This consists of assuming that our client is going to norway number data make the purchase. In this case, you should give him two alternatives directly. For example, if he is thinking of buying a mobile phone, you can say: Which model do you want to keep? The first one or the second? By listing the options, the client feels more predisposed to choose one.

Benjamin Franklin Closing
When faced with a situation in which we are not clear about the decision to be made, it is often useful to generate a list of advantages and disadvantages regarding the choice. In a sales process, the client will probably have objections regarding the final purchase, which is why the Benjamin Franklin closing can be very useful.

Prepare a list of advantages and disadvantages with the buyer. Your goal will be to counter the disadvantages pointed out by the customer, thus strengthening their final choice in your favor.

Direct Closing
This technique is a classic. Once you have presented the product and adequately argued the reasons for the purchase, the next step to close your sale is the direct question. As with the alternative closing, you must assume that the customer is going to make the purchase through a question. For example: Do you want to buy something else? Or Shall we finalize the order?

Closing the difficulty
How many times have you found yourself in a situation where a buyer is interested but is in no hurry to make the purchase? Several times, right? If you don't act correctly, you only have the option of waiting for them to come back without taking into account that they may lose interest over time.

Acting in this situation is simple: explain the long-term difficulty in the acquisition, justifying it with the fact that you do not know what stock will be available in the future or telling them that the current price may not be maintained in the future.

Properly concluding a sales process is a task that requires anticipating and acting on our clients' thoughts.