Top 10 Sales Closing Techniques: Learn How to Seal the Deal | Chron.

com

http://smallbusiness.chron.com/top-10-sales-closing-techniques-learn-sea...

Top 10 Sales Closing Techniques: Learn

How to Seal the Deal
by Thomas Metcalf, Demand Media
Understanding closing techniques is
important, but there are no magic words to
guarantee that you make the sale. You must
start by helping your customer identify his
needs and then demonstrating that your
product or service offers an affordable
solution that addresses those needs. With
that foundation, a good closing will help you
cement the deal and grow your business.
Ads by Google

Apply to Drive with Uber

Practice different techniques
to close mores sales.

Drive Your Car & Be Your Own Boss. Work

When You Want With Uber.

Related Articles
How to Find a Facebook
Profile From an Image
URL
How to Access Pictures
From iCloud
How to Use a Previous EIN
Number for a New
Business
How to Start a Bounce
House Rental Business
How to Log Out of Gmail
on an Android
How to Create a Simple
Email Newsletter in
InDesign

uber.com/

Sign-Up-Now

Opinions Count
Adding the phrase in your opinion ... to a
question softens the reply if the customer
has an objection. In your opinion, will this
solve your problem? If the customer says
no, it's an opinion, not a fact, and you can
address his concern. This is a great trial
close to use as the sales cycle progresses so
that you don't encounter any surprises when
it's time to wrap up the deal.

Sharp Angle Close

When the customer asks for a concession,

whether it is price, delivery or additional
features, respond by asking, If I can do that
for you today, will you sign a purchase
order? This is an important closing
question if you agree without asking for close, then the customer has an
open door to continue asking for concessions.
Related Reading: Sales Techniques & Closing Scripts

Assumptive Close
If you have an established relationship with the customer and he respects
your judgment, jot down the items he is considering on an order form as
you are discussing his needs. When the timing is right, put an X on the
signature line, hand it to the customer and say, Here. Then be quiet.

Something for Nothing

1 of 5

22-Mar-16 9:24 PM

Top 10 Sales Closing Techniques: Learn How to Seal the Deal | Chron.com

http://smallbusiness.chron.com/top-10-sales-closing-techniques-learn-sea...

A free add-on may be gimmicky, but it can work if handled correctly. I

happen to have an extra charger with me. If you sign off on the order today,
I'll throw it in at no charge.

Ben Franklin
Ben Franklin is said to have made decisions by creating a list with two
columns the pros and the cons and basing his choice on the longer
column. This approach works well with analytical personalities. If you use
it as a closing technique, just be sure you have a lot of benefits in the
customer's "pro" column.

The Porcupine
You must be careful stroking a porcupine and you must also be careful
answering customer questions. When your prospect asks a question like
Does it come in red? answer by tossing back the question: Would you
like it in red? Her answer will give you a measure of the depth of her
interest and help you adjust your presentation appropriately.

Impending Event
If you truly have a deadline or reason for the customer to make a quick
decision, the impending event closing works well. I have an installation
crew in town next week. Can we schedule a day with you? If the deadline
is in your interest and not the customer's, it will be seen as self-serving and
will not work.

Solicit Objections
If you have gone through the discovery phase of the sales cycle and are
confident that the customer understands that your product or service
addresses her needs, then ask for the sale by asking for an objection. "Is
there any reason why we can't proceed with the shipment?" This oblique
approach allows the customer to raise any final objections -- if she has
one -- without saying no to the sale.

Level With Me
As you approach the end of the selling process and the customer says he
wants to think about it, ask him to get to the point: Level with me. Have I
failed to show you the value that you will receive from your investment?
Then be quiet.

Direct Close
When you have addressed the customer's concerns and you are confident
that she knows the value of your product or service, then pose the question
directly, "So, Mary, are you ready to place the order?" Use this closedended, yes-or-no question only if you are very confident that the answer
will be affirmative.

Ads by Google

K e rja Sam b i l an U n t uk Wang

2 of 5

RM20 Setiap Survey - Ambil Bahagian

22-Mar-16 9:24 PM

Top 10 Sales Closing Techniques: Learn How to Seal the Deal | Chron.com

http://smallbusiness.chron.com/top-10-sales-closing-techniques-learn-sea...

Survey Berbayar Online. Daftar Sini

tinjauanbandingan.net / KerjaSambilan

Fre e P ro p o s al Te m p l at e s
Create Templates & ScrapBooks w/
MyScrapNook Download Now Free!

www.myscrapnook.com

St art D o wn l oad
Convert 50+ Files On-line
Free All in One Converter!

www.allin1convert.com

Sal e s Trai n i n g B an gko k

Custom Sales Coaching Anywhere in
Asia. Grow Revenue & Profit Today !

www.nlptopcoach.com

You May Like

Sponsored Links by Taboola

Spec Comparison: Galaxy S7 edge vs Galaxy S6 edge

Samsung

5 Ways to Trick Yourself to Be More Productive

EduAdvisor

Auto Fashion: The 10 Most Popular European Cars in the U.S.

Carophile

Sparta: The Strategy Game Phenomenon of 2016

Sparta Online Game

References (6) (#)

Resources (1) (#)
About the Author
Thomas Metcalf has worked as an economist, stockbroker and technology
salesman. A writer since 1997, he has written a monthly column for "Life
3 of 5

22-Mar-16 9:24 PM

Top 10 Sales Closing Techniques: Learn How to Seal the Deal | Chron.com

http://smallbusiness.chron.com/top-10-sales-closing-techniques-learn-sea...

Association News," authored several books and contributed to national

publications such as the History Channel's "HISTORY Magazine." Metcalf
holds a master's degree in economics from Tufts University.

Photo Credits

4 of 5

Photodisc/Photodisc/Getty Images

Suggest an Article Correction

Business Strategies
& Ideas for a Down
Market

Local

Preparation of a
Flexible Budget

US & World

Sales Generator
Tools

Sports

Business

Shapes of Sales
Structures

Entertainment

How to Set
Challenging Goals

Lifestyle

Jobs

Cars

Real Estate

Advertise With Us
Purchase ads for web, social media, and print
via Hearst Media Services
Place a classified ad in the paper or online
Place a targeted ad in a specialty section such
as a weekly or neighborhood publication

Subscriber Services

About Us
About the Houston Chronicle
Executive Team
Careers
Community
Legal Notices
Contests
Ad Choices
Corporate Home

Get home delivery, manage your subscription,

pay your bill with EZ Pay, and set a vacation
hold for the paper
Local Business Directory

Contact Us
Customer Service
Newsroom Contacts

Editions & Apps

iPad
iPhone
Android
Blackberry
Mobile Site
HoustonChronicle.com
eEdition Demo | Today's
eEdition
Chronicle in Education
Chron.com Site Index

Follow Chron
Facebook
Twitter
LinkedIn
Newsletters
RSS
Social Media

22-Mar-16 9:24 PM

Top 10 Sales Closing Techniques: Learn How to Seal the Deal | Chron.com

http://smallbusiness.chron.com/top-10-sales-closing-techniques-learn-sea...

Terms of Use | Privacy Policy | Your California Privacy Rights | Ad Choices

Houston Chronicle | P.O. Box 4260 Houston, Texas 772104260

Copyright 2016 Hearst Newspapers, LLC

5 of 5

22-Mar-16 9:24 PM