Looking for the best sales closing techniques to increase your sales?
With so many types of closing techniques, it can be difficult to know which option is best for you.
No matter if you want to be a more effective salesman or just want to know what the heck the Ben Franklin Close is, we dive deep into the best closing techniques for better sales, in today’s post.
Let’s get started and help you increase your sales!
The Best Sales Closing Techniques—Get Them to Buy What You’re Selling
According to a survey from HubSpot, 30% of salespeople admit that closing sales have gotten harder over the past 3 years.
Whether you’ve found that to be the case or not, improving your sales closing techniques can help you increase your ‘wins’ with prospects.
Not sure which types of closing techniques are effective?
Check out a few of our preferred approaches below to consider which option is right for your next sale.
The Ben Franklin Close
In one word, the Ben Franklin Close is…classic.
Some salespeople also call this the “Pros and Cons” closing technique. It is one of the best sales closing techniques for indecisive prospects.
Indecisive buyers often write out a pros and cons list before they decide to buy something, and the Ben Franklin Close allows YOU to harness that process.
Here’s how you do it.
When prospects are resistant to a sale, it helps to ask if you can sit down and write out the reasons why. Maybe they tell you that they want to think it over or sleep on it.
Don’t let that happen!
Instead, say something like, “I understand that, but wouldn’t it be best if we went over any concerns you have while I’m here?”
Then grab a paper and pen, draw a line down the middle of the page, and one across the top. Put the word “yes” on one side and the word “no” on the opposite side.
Next, have your customer come up with at least 1 reason to buy your product or service. It’s far more convincing if they come up with their own reasons, but if they can’t, don’t be afraid to get the ball rolling.
The goal is for the “yeses” to outdo the “no’s” by at least 2 times.
Once the list is complete, focus on adding value to the areas where the customer sees an objection. This might be the price point, for example. If so, instead of focusing on why your product is worth $XXXX focus on why the difference between the price they want and where you want to sell, is worth it for them.
Turning your prospect’s NO into a YES is what the Ben Franklin Close is about. Use it for logic-based objections.
Trial Close
Have you ever signed up for a product or service trial?
You know, those deals where you give your credit card information in exchange for 10 days to use a product for free?
Well, you can use that same sales closing technique with your own clients.
It’s called the Trial Close.
Unlike hard closes, the Trial Close is indirect. It’s a way of seeing if your prospect has taken ownership of their purchase.
There are a few ways you can do this.
Once you finish your demonstration, you can simply ask them something like, “If you took this product home, would you be proud of it?” “Which version of this product would you like to own, the smaller or larger version?” “How do you think this service could help your business be more effective?”
In contrast with the Ben Franklin Close, this sales technique makes a plea to the emotions instead of the logical side of your client’s brain.
You can also start this process during your demonstrations, asking prospects questions to check their interest and build on it.
Going beyond that, prospects begin to form their opinion of your product before they even hear your pitch. Are your salespeople friendly? Does the staff seem attentive? Are they going to get the attention they need to confidently buy from you?
Do your best to reassure your clients before, during, and after the sales process and you can master this sales closing technique.
Doorknob Close
Like the way that people don’t like salesmen who brag about themselves, they also like to help someone they feel genuinely needs it. The Doorknob Close plays off this psychological fact.
All salespeople know that dreaded moment when you’ve been shut down on a sale and go to leave, defeated, without a win. But you can use this moment to your advantage with the Doorknob Close.
Here’s how you do it.
As you approach the door to leave, place your hand on the doorknob, slowly turn to look back at the prospect and ask them a simple question, “Just one more thing, I’m new to the world of sales, and would you mind telling me why you didn’t buy from me today.”
Or if you’re not new to sales, you could simply say, “Just one more thing, now that the presentation is over, can you tell me why you didn’t buy from me today?”
This is disarming and will likely catch your audience off guard.
Why does it work?
Because it gives you a chance to reopen your conversation. Whatever new insights they give you can be used to your advantage.
Best of all, since your sale is already over you have nothing to lose by asking a follow-up question!
Takeaway Close
If you have children, you know how powerful it is to take a toy or piece of candy away from them. They might cry, scream, or simply beg to have it back.
The same goes for prospects.
That’s because, psychologically, humans are hardwired to look at the negative, and when you tell them they can’t have something they automatically assume the worst.
You can use this to your advantage by leveraging the Takeaway Close sales technique. There are a few ways to implement this strategy.
First, if a prospect is shocked and disgruntled about your price point, simply take away a feature of your service or product to lower the price. Chances are when you do this all your prospect will think about is what is now missing from the deal. This helps you close the deal at the full price point.
You can also use words like, “See if Qualify” in your calls to action to denote exclusivity and the chance that your prospect might lose out on a great offer.
Takeaway a little and you might just get a lot, out of your sales.
Summary Close
You already know this, but it’s worth mentioning, people are busy. Whether you are talking to CEOs or your average consumer, life gets chaotic, and we often forget what was just said to us!
That’s where the Summary Close can help you close sales.
Of all the types of closing techniques, the Summary Close presents a chance to reaffirm what an amazing deal your customer is getting.
Here’s how to do it.
Start by listing every feature and sub-feature of your sale. For example, you can say, “So you are getting the basic product, along with our free 1-day installation, 6-month comprehensive warranty, and free exchange guarantee. It also comes with this storage box and everything you need to get started.”
By repeating what your prospect already agreed to and putting it in the context of a larger package, you make your product or service irresistible.
Use this sales closing technique to give your buyer the confidence they need to sign on the dotted line and pull the trigger.
What Closing Techniques Work Best For You?
Whether you choose to use the Ben Franklin Close or one of the other sales closing techniques we listed above, we hope you eventually find a flow and use what works best for you. These are tried and true techniques, and when used correctly, they WILL increase your sales.
Have a specific question for one of our experts? Reach out to us here and start closing your sales with precision and confidence. We have over two decades of sales coaching experience and can help you get the job you want and sales you need.
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