Last week we mentioned 5 of our top 9 closing techniques you should try on your next sales calls. This week we’re addressing 4 more methods for confirming sales.
6.The “Testimonial” Close
To build credibility and reassure the prospect that they’re making a wise decision, tell them about success others have had in working with you.
7.The “All That” Close
To use the “all that” close, simply reiterate the client’s needs and wants, and how your service satisfies them: “From what you’ve told me, you want this and you need this, we can do all that.”
8.The “Ben Franklin” Close
Since we can’t offer perfect service all the time, it’s often difficult to overcome every one of the buyer’s objections. When an unanswered objection stands between you and a sale, make a list of benefits versus objections (just be sure that the benefits far outweigh the objections), and present them to your buyer and say, “As you can see, the reasons for buying far outnumber the reasons against.”
9.The “Reverse” Close
The reverse close turns the prospects’ reasons why they shouldn’t buy into reasons why they should buy. When your prospect voices an objection, think of a benefit to that objection: “that’s the reason why you should use us.”
The more closes you know, the better prepared you’ll be to face that moment of truth at the end of your presentation. With so many effective ways to confirm a sale, odds are, you’ll be able to confirm a sell on your very next call.
It’s no secret why you’re making the call in the first place. And it’s no secret why your prospect is listening. They know you’re there for the purpose of selling them your services.
Be a closer (or confirmer). Your main objective is to get new business. At the end of the presentation, a real sales professional will confirm with their prospect that they’ve done a good job, and that confirmation will come in the form of a sale.