The sales process always starts with finding and vetting leads. This is important to get the ball moving. But building revenue all depends on closing the sale- effectively, quickly, and with tact. Before we dive into the ten powerful sales closing techniques you should be using, let’s look at some stats.
2022 Sales Closing Statistics
Sales can be a challenging but lucrative role. And like anything that is both challenging + lucrative, researchers (aka marketers) will go to the depths to find information worth talking about.
If you search for sales closing statistics, you’ll be overwhelmed with resources that talk about the latest trends and figures. We took a look at HubSpot’s round of 2021 stats, and it truly pulled the blankets off the sales industry.
Here are a few stats on sales closing we thought you’d want to know.
- About 36% of salespeople say that closing is the hardest part of the sales process.
- Between 35-50% of sales will go to the business that responds first.
- It takes about 18 phone calls before you connect with a buyer.
- A whopping 80% of sales requires 5 follow-up calls.
- 44% of sales reps will give up after 1 follow-up.
- About 24% of sales emails are opened.
10 Powerful Sales Closing Techniques
Without further ado, here are our top 10 ways to close your next sale.
1. Test Drive
This sales closing technique is based on “test driving” a product or service before committing. It’s a simple but effective method that minimizes your need to sell. They will be able to experience your service or product for themselves. So, purchasing is a no-brainer if they like what you have to offer.
2. Confident Close
The only thing you have to do to close the sale using this technique is ignite your inner confidence. Before you even get on the call, tell yourself that the prospect is already signing off. End the conversation with something like, “So, what email address should I send the paperwork to?”
3. Help Them Visualize it
It’s hard for prospects to see themselves using a product or service they are unfamiliar with. Walk them through a story that puts them at the center. Use images or mock-ups if needed. The point is to enhance your offer with storytelling and visuals to trigger their imagination.
4. Time Sensitive
This sales closing technique is a bit old-fashioned but still very effective. People tend to act faster if they believe the offer is time-sensitive. So, you could place a sense of urgency on the conversation to push the process along.
5. Rare Find
Similar to the urgency method, the “rare find” technique emphasizes the unique nature of the offer. Really hone in on the value and benefits your product or service offers. You might end the conversation like this, “We only have three of these left, and we currently don’t have plans to produce anymore this season.”
6. Summary Close
The summary close is one of our favorite sales closing techniques. Toward the end of your conversation, restate the major points. Summarize what the prospect will be receiving and highlight the major points that leave no doubt of the value.
7. Ask for a Reason
Questions will help you discover how invested the customer is in your offer, as well as how much they know. You can ask a closing question such as, “Do you feel there is any reason why we can’t move forward?” This technique gets to the point.
8. Invitation Close
This is a modern sales closing technique that focuses less on persuasion and more on inviting. It’s a subtle shift that frees the prospect from feeling pressured. Instead, it invites the opportunity to experience something new and beneficial. Always use wording that is rooted in collaboration, inviting, and a sense of “we.”
9. Freebie Close
Everyone loves a freebie, and your prospect is no exception. This sales closing technique plays on our human response to give something in return for something. If you throw in a gift or discount for free, the client will be more likely to accept your offer.
10. Take Away
Among the more traditional sales closing techniques is the take away method. You might use this when a client is uncertain of the price. Try removing some aspect of your offer to lower the cost, and watch their reaction.
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