When would be a good time to deliver
Posted: Tue Dec 17, 2024 6:13 am
By summarizing previously agreed upon points into an impressive package, you are helping prospects visualize what they are really getting out of the deal.
Acute angle closures
Prospects often ask for price reductions or add-ons because they know they have the upper hand, and they also know you expect it. If you have your sales manager's approval to do so, try the sharp-angle closing technique to wow these prospects.
When they ask, “Could you add a few extra hours of onboarding audit directors auditors email lists at a discounted rate?” reply, “Sure. But if I do that for you, will you sign the contract today?” They likely aren’t expecting this response, first, because you accepted their request, and second, because you proposed to close today.
Modern sales closing techniques
These canned closing techniques probably seem a little dated. Maybe they seem too “salesy” to you, especially in light of the rise in inbound sales.
In particular, the idea of closing should encompass each and every incremental deal you win throughout a sales process, not just the moment of final purchase.
In a sales engagement, reps should strive to:
Discover the customer's needs
Effectively communicate how specific products or services offer an affordable and satisfactory solution to those needs.
If these two requirements are properly met, then there should be no barrier to closure. The closing question can be asked directly at that point.
Quick reminder:
Make sure to keep track of all the information you gather at this stage in a free CRM. The data may not seem useful right away, but keeping track of a prospect’s objections can help you improve your organization and close more deals in the long run.
Closing question
To achieve these two key goals, it is imperative that reps ask prospects probing questions. Effective salespeople focus on closing a sale as soon as a conversation with a prospect begins. Through a series of questions, they develop desire in the customer and remove any objections to the purchase.
You can even close the sale in the form of a question, allowing the rep to address any outstanding objections while still gaining commitment.
For example: “In your opinion, does what I offer solve your problem?”
The question allows you to find out if the prospect is sold on your product while keeping the door open for further sales. If the answer is “no,” it is still your opinion (it is still not the truth), allowing you to continue selling. If the answer is “yes,” then signing on the dotted line is the next step.
Acute angle closures
Prospects often ask for price reductions or add-ons because they know they have the upper hand, and they also know you expect it. If you have your sales manager's approval to do so, try the sharp-angle closing technique to wow these prospects.
When they ask, “Could you add a few extra hours of onboarding audit directors auditors email lists at a discounted rate?” reply, “Sure. But if I do that for you, will you sign the contract today?” They likely aren’t expecting this response, first, because you accepted their request, and second, because you proposed to close today.
Modern sales closing techniques
These canned closing techniques probably seem a little dated. Maybe they seem too “salesy” to you, especially in light of the rise in inbound sales.
In particular, the idea of closing should encompass each and every incremental deal you win throughout a sales process, not just the moment of final purchase.
In a sales engagement, reps should strive to:
Discover the customer's needs
Effectively communicate how specific products or services offer an affordable and satisfactory solution to those needs.
If these two requirements are properly met, then there should be no barrier to closure. The closing question can be asked directly at that point.
Quick reminder:
Make sure to keep track of all the information you gather at this stage in a free CRM. The data may not seem useful right away, but keeping track of a prospect’s objections can help you improve your organization and close more deals in the long run.
Closing question
To achieve these two key goals, it is imperative that reps ask prospects probing questions. Effective salespeople focus on closing a sale as soon as a conversation with a prospect begins. Through a series of questions, they develop desire in the customer and remove any objections to the purchase.
You can even close the sale in the form of a question, allowing the rep to address any outstanding objections while still gaining commitment.
For example: “In your opinion, does what I offer solve your problem?”
The question allows you to find out if the prospect is sold on your product while keeping the door open for further sales. If the answer is “no,” it is still your opinion (it is still not the truth), allowing you to continue selling. If the answer is “yes,” then signing on the dotted line is the next step.