• “This is the last one at this price.”
• “We’ve got a 20% discount just for customers who sign up today.”
• “If you commit to buy now, I can fast track you to the front of the implementation queue.”

When you hear such, you feel drawn, you want to buy right there and then right?

Top 4 Sales Closing Techniques

The close you choose should be based on what you know about the prospect and the type of close you believe they will be most open to. It’s important to choose your words wisely. Using the right persuasive language in your closing technique can have a big impact on the outcome of a deal. Here are some amazing tips and tricks to use with a prospective client and close those deals:

In a sales engagement, reps should endeavor to:

• Discover the customer’s needs
• Effectively communicate how specific products or services offer an affordable and satisfactory solution to those needs

1. The assumptive close:

This technique involves using a phrase or language that assumes the close is a done deal. This closing technique draws on the power of positive thinking. For example, you could close with, “What day do you want to receive your installation?”

2. The option close:

Similar to the assumptive close, rather than asking for a prospect’s business directly, you ask them which option they prefer. For example, you could close with, “Do you want your shipment delivered on Wednesday or Friday?”

3. The suggestion close:

If you have good rapport with the prospect and they view you as a trusted expert, a suggestion close is a good approach. You could close with, “Based on what you have told me about your operations, I would suggest you take the basic, or advanced package of the POS. Does this work for you given your budget?”

4. The urgency close:

Creating a sense of urgency places pressure on the prospect to make a decision, especially if you have identified that the client needs to make a decision quickly and is working on a short timeline. Think of the “limited time offer” as an example.

e.g Robisearch has a 30% offer right now for the festive season with free training However, you can use this one as often as possible especially when you have a good relationship with the client.

Bonus tip: Sharp Angle Closes

Prospects often ask for price reductions or ad-ons because they know they have the upper hand — and they also know you expect it. If you have approval from your sales manager to do so, try the sharp angle close technique to catch these prospects by surprise.

e.g Like would you add the M-pesa integration if I was to take the mpesa package, you can reply with yes but only if you pay for the package today or give a 70% deposit we can add it.

It is important to know the packages as well as the different modules they have, o that you have a stronger pitch for you client and can easily answer question.

Robisearch Ltd, is an ICT company aimed to educate and offer equal opportunity young youth and the best way is by offering them an opportunity to grow their high end kills one of them being sales.

Interested to be a sales  person or reseller join our team and give us a call on 0754413386.