Sales closings are almost always a "headache" for sellers.
However, knowing proper techniques, it is possible to overcome fears.
In this article we are going to cover some techniques to make sales closings.
For this we are going to use a methodology through which we are going to imagine that there are several types of CLUBS, where vendors can "register" in order to adopt a style and technique in case they need to close.
In order to make an approach to a real situation, the sale of a credit card has been taken as an example, since most of us know something about that product. However, the techniques can be used in any type of product or service, as the case may be.
We hope you will find the club that best suits your personality and practice, as that is the difference a professional salesperson makes.
Premature Club
This club is made up of vendors who love to make pre or preliminary closings with their clients.
A previous closing is one that is made at any time of the presentation of our services with clients. The professional salesperson who uses this technique takes advantage of any opportunity the client gives him.
The premature seller is willing at all times to take advantage of any situation with the customer in order to "bite him" to say YES. Any moment is good to "pulse" the closure.
It is said that a premature seller manages to make effective closings by making several previous closings with a client, since it conditions him to say yes.
Pre-closing techniques
1.- Give me your documents
The seller begins his presentation and at a time when the client is very focused on what he is saying, he asks for some document necessary for the approval process, for example photocopy of his ID, social security order, proof of salary, etc..
If the client gives it to them, it has practically started a final closure. If it does not, it will look for another opportunity to make another previous closing.
2.- Conditional question
In this case, the seller has in his “script” a series of questions that must be answered in the affirmative by the customer. At a certain moment, take advantage of this situation and tell the customer that they should purchase the product.
Examples of these questions are: Isn't it safer not to have cash? Has it happened to you that you have not been able to buy something that interests you because you do not have cash at that time? Would you like to play with the money from another company to make your purchases? How nice it would be to buy on credit without paying interest, don't you think?
Formal Club
This club is made up of vendors who view sales as a formal process.
They take that process as the basis for their sales. The process is the following:
• Prospecting of clients
• Approach of the client
• Identification of their needs, tastes and preferences
• Presentation of the offer
• Handling of objections
• Closing of sales
Based on this, these sellers carry out the entire process and until the end make their sales closing.
They are not used to making prior closings. They are considered very formal and adjusted to that script. This type of sales closing is called final closings.
Techniques for final closings
1.- The decisive question
This technique is based on applying the entire process as seen before. When the seller feels that he has exhausted all the steps, he asks the customer if he is interested in the product or service. If the client accepts up to there the sale will come. But if you say no, this type of seller will find out what the customer's disagreements are and will do a rethinking as structured as the previous one.
2.- Delivery
This technique consists of the following. When the seller has completed all the steps of the sale, he gives the customer a sample of the product so that he can take it in his hands. In our case it would be a duplicate of a card, or a brochure, or a contract. This in order for the client to take it in their hands and feel ownership of it. It also gives the seller the degree of interest that the customer may have.
Depending on the situation with the customer, this can help the seller to reaffirm that this product is "made for him".
The Engineers Club
This club is made up of intelligent sellers who are building the closing of sales with the client, from the moment they initiate contact with them. They are sellers who are “putting together” their sale. They know how to take advantage of moments and are persuasive. For this they have great concentration on what the client says or does.
Locking technique for an engineer
1.- I corner you
In this technique, the seller is leading the customer to say YES at all times. For example, it does so using key questions, such as:
• Would you like to buy in installments without having to pay interest on your purchase?
• Would you feel secure in obtaining a company credit card with more years of experience?
• Would you like your credit card to allow you to buy cash, to return a percentage of your purchases, to earn miles for your purchases and to be accepted in a large number of establishments?
At the end of these questions the seller asks: So our cards are the answer to your claims. How about you give me your documents and information and I proceed with the process…
2.- Concentration and attack
This technique requires great skill from the seller. He is talking to his client and takes advantage of any situation to build his sales closing.
For example:
1.- If the client is with his wife, he will come for a moment and ask the lady if he would be interested in a specific program that has the card, for example discounts in stores, salons or spa.
2.- The seller knows the profession of his client and at a certain moment tells him that with the card he can buy certain products that will help him improve his professional performance.
3.- The seller finds out the hobbies of the client and by means of a question will lead him to this reason that with the card he can enjoy benefits for his benefit.
The club of the mohicanos
This club is made up of very aggressive vendors. They are characterized by not letting a customer think. They tend to push him to buy. They are strong but with tact. We have called them Mohicans because they are aggressive warriors.
Mohicans closing techniques
1.- Attack from the beginning
This tactic is very common in this type of seller. They apply it from the beginning, for this they make the client see that they come to sell at once. For this they use phrases like the following:
• Sir, I am calling you because you have been favored with a credit limit from our organization. Where do you want the card to take you, to your home or your company?
• Good morning, Don XX. Let me explain that our organization has approved a credit limit of $ X, I want to collect your signature so that I can deliver the card. Can I get to your office in an hour… what do you think?
2.- The presumptive sale
This technique consists of the seller showing off and speaking as if the customer has already purchased the product, knowing that this has not happened.
For example they say:
"Good afternoon, Don or Mrs. X, all the documentation corresponding to your credit limit has been completed. And as we expected everything turned out affirmative. In other words, from the moment I give you the card, you can purchase all the products you require at this time. Just tell me when we can come to collect your signature?
The club of the risky
This club is made up of vendors who go beyond the normal limit. They go too far and are very risky. They are clear that this can affect them, but nevertheless they launch into this type of closing adventure. They are very careful techniques.
Techniques of closing sales of the risky
1.- Take advantage of it now
In this technique, the seller shows the customer that it is time to purchase the product, since he does not know if the conditions are going to change in the very short term.
In this case, the seller says to the customer, for example: "I recommend that you purchase the card now, as I learn that the requirements may become more difficult and it will be more difficult to acquire a card in the short term …. ”
2.- The challenge
In this technique, the seller contacts the client and tells him that he has an offer to make but in order for him to know about it, he must go through a thorough procedure, otherwise he will not have the card.
For example, you could tell the customer the following: “As explained by Don or Doña X, you can have a credit limit with us, but for this you must pass a series of studies and tests, if you pass you can have the card, otherwise not.
This technique seeks to make the client feel challenged to obtain the card.
Conclusions
1.- The closing of sales is a natural act of the sale, do not be afraid to do it.
2.- The technique to be used will depend on the type of client and the situation in which they are.
3.- It also depends on the personality of the seller.
4.- The best technique is one in which the seller feels comfortable.
