Becoming a successful sales closer is different from becoming a successful salesman. A salesman typically has a persuasive “silver tongue” while a closer is consumed with finishing what he starts. The best closers build a conversation’s momentum to a crescendo and smoothly seal the deal. Let’s look at the top 5 ways to close a sales call.
While people skills are necessary to generate interest in a product, a certain energy is often needed to close the sale. Many customers want to feel that the salesperson wants the sale. Sometimes this desire must be felt on the other end of the phone for the close to occur. When a salesperson picks up his energy towards the later stages of a phone call and builds to a climactic moment, the person on the other end of the line starts to identify with the salesman. Simply put, sales associates must make their desire to close the sale known without saying so aloud.
Most people get defensive around salespeople for obvious reasons. They’ve been socially conditioned to be distrustful of anyone who pitches a product. Yet they might not actually feel this way. They are thinking defensively and communicating those thoughts with guarded statements. Empathy statements allow the salesperson to overtly state his understanding of how the potential customer views him while still proceeding with the sale.
To close the sale, the salesperson must connect to the prospect’s underlying emotions instead of their socially conditioned defensive persona. Use statements like “I understand,” or “I know your time is valuable so I’ll get right to what matters”. When a bridge of empathy is built, the prospect will feel engaged and more trustful. Engaged and trusting customers are the easiest to “close”.
Whenever a prospect presents an objection during any portion of the phone call, it should be immediately acknowledged and solved. Once the salesperson has determined a solution to the objection, the close will be much easier to make. Isolate the objection, solve it, get the commitment, and make the close.
Say something like, “I understand what you are saying. If your budget weren’t an issue in moving ahead would something else be in the way?”. This isolates the objection and opens the door for the salesperson to offer a rebuttal that is narrowly tailored to the prospect’s unique concern. A rebuttal to the above concern would be something like, “If we spread out the payments would you be willing to give it a try?”.
Once the salesperson is moving in towards the close, he should begin to ask a series of assumptive questions like, “Can we use the same sizes as your last order?” or “Do you have your engraving lined up or would you like us to handle that also?” Assumptive questions serve to solidify the idea of the sale in the prospect’s mind and facilitate a seamless transition between the dialogue and the payment.
The Moral of the Story: Listen Closely and Stay Positive
When in doubt, listen closely to customer concerns and objections and flip them from negatives into positives. For example, a prospect might say, “It’s just too much money,” and the salesperson should respond with something like, “I understand. If we can lower the price and establish a monthly payment plan will you buy today?” By incorporating a sense of urgency into the conversation and offering a small concession that caters to the prospect’s distinct concern, the salesperson increases the likelihood of making the close.
Make the Close
Your sales team is perfectly capable of making the close. Encourage them to utilize the closing strategies outlined above. It won’t take long until your sales team is converting prospects into loyal customers that buy from your company across posterity.