The way your team closes a sale can make or break your small business. Your ability to convince a potential business partner or customer has either a positive or negative effect on your profit. The better you close, the higher your profit will be. However, it’s difficult to close a sale if you lack the experience and knowledge to execute it effectively. You’ll need a combination of charm, risk taking, street smarts, and business acumen to become an expert closer. It takes a bit of practice and failure to become better at closing a sale.

These are some of the proven techniques that enable you to close a sale effectively.

Elicit a Now or Never Feeling

This is a traditional sales method that still works today. The feeling of missing out on a good deal is a powerful emotion that some people can’t resist. Some closing lines you can use to reel a potential customer in include:

• “You can use this special discount code, but only if you sign up or buy now.”
• “If you don’t buy now, you’ll miss out on this item at its current price.”
• “If you commit today, you get fast tracked.”

You’ll also have to consider at which level a potential customer is at during the different stages of the buyer’s journey. The further they’re in, the likelier they are to take your offer. This closing technique is also more effective in real-time, whether you’re having a face-to-face talk or over the phone.

Sale Summarization

This closing technique brings the potential customer full circle when you summarize the item description and value your brand gives them. Reiterate key selling and differentiation points along with the main benefits of using your product. This approach allows them to visualize the item as they use it at home, in the office, or wherever it’s suitable. Mention possible delivery options and schedules to convince a potential customer to make a final decision. Include possible freebies such as delivery and/or installation services, or a complementary product to move them further down the sales funnel.

Sharp Angle Technique

Many customers will want a discount and more value from what you currently offer. Counter their offer by agreeing but you want to close the sale immediately. This often catches a potential customer off guard and increases the likelihood of closing. However, they could still stall and eventually say no. Your sales team shouldn’t just focus on closing. Gathering data is also an objective you should try to achieve each time your team faces customers. Learn more about the needs of your customers and inform them about the benefits of using your products and services. Phrase it in a way that shows your brand is the solution they’re looking for.

Close with Questions

Close a sale by asking a potential customer probing questions. Asking questions instills a desire in them to buy. You’ll pique their interest and convince them to buy your products or use your services. Your answers will also remove doubt about the benefits your brand provides. Increase the possibility of closing by asking a specific question about your sales pitch. This can be about proceeding to shipping the product to their address or asking if your product or service is the solution they’re looking for. Whether the potential customer answers yes or no, you still have an opportunity to make your case.

The Soft Close Technique

Other closing techniques on this list are more direct and salesy. This soft close approach doesn’t pressure a potential customer into signing on the dotted line. It starts with stating a possible pain point of a customer and discussing the advantages of choosing your brand. You won’t mention prices and deals but will ask them if they want to learn more about the solution you offer. Once they say yes, discuss your product’s main features and how it benefits users. Always listen to a potential customer. Hearing them out before making a sales pitch increases the likelihood of closing a sale.

Make a Positive Assumption

You’ll need a healthy dose of positive thinking to convert customers whenever you make a sales pitch. Positive thinking keeps motivation and hopes high within your sales team. Plan your email outreach, phone calls and face-to-face meetings. Know as much as possible about the person you’ll be sending emails to and engaging. Keep track of the behavior and responses of potential customers. This allows you to gauge their level of interest and customize a possible spiel to close the deal. After you present, ask the people you made a pitch to if they think your products or services give them value or address a pain point. Start with good intentions and a customer-centered approach. This will guide your actions as you try to convince customers to choose you.

Take Something Away

As the cliché goes, you don’t know what you’ve got till it’s gone. You can apply this to whenever you try to close a sale. If a prospective customer is thinking twice about the price you offer them, remove one feature or any inclusion and show them the new discounted price. They might then realize the value of the feature or inclusion you removed. There’s a chance they might keep thinking about it and seriously consider your previous offer.

These are some of the negotiating tactics you can consider trying to convince a prospective customer to choose your small business over the competition. Customize these methods to meet the needs of your sales team and the interest of your potential customers. Once you close a sale, you should monitor it and track its progress. The process doesn’t end when a customer signs. You must maintain your follow-through and deliver first-rate after-sales service. Communicate with your customers to know their experiences about using your products and services. This gesture allows you to develop rapport and build trust with your customers.

If ever you need a reliable partner when it comes to handling your accounting books, you can trust us at Robookkeeper. We offer first-rate outsourced bookkeeping services for small businesses. We can update your accounting books while you focus on expanding your customer base.