CLOSING OF THE SALE

Accelerate your business with these expert tips on "Closing the sale". Analyse and discover this TIP!

Closing a sale is an attitude and we may or may not come out with the order. A "no" from the customer is not necessarily a failure, as we can learn from experience and circumstances may change in the future. It is important to detect the customer's positive signals of readiness to close, both in their non-verbal and verbal language. Some closing techniques include measuring the customer's real intention, summary of benefits, balance, purchase assumption, special offer, threatening eventuality and limited selection.

Here are a few examples of sales closing techniques

1. Time-limited offer: "If you buy today, we can offer you a discount of 10% which will only be available until the end of the day".
2. Snowball technique: "Are you sure you don't want to buy this product? Think of all the advantages we offer you and how this can improve your daily life".
3. Engagement" technique: "Are you willing to commit to a purchase in the next few days? We can offer you some additional discounts if you commit to make a purchase".
4. Reverse engagement" technique: "Are there any concerns or questions we can address to help you make your decision?
5. Offer limited options: "We have two options available, option A is our best offer and option B is a limited offer. Which do you prefer?"
6. Needs discovery" technique: "What is the main problem you want to solve with our solution? How can we help you meet that need?"

It is important to keep in mind that there is no universal closing technique that works for all clients and situations. It is necessary to adapt closing techniques to the needs and personality of each specific client and situation.

In order to close a sale, it is important to bear in mind a few things that should be avoided so as not to damage the negotiation.

SOME OF THEM ARE:

1. Putting pressure on the client: Pressure can be counterproductive and create mistrust in the client. It is important not to force the client to make a decision.
2. Talking too much: Listening is key in selling. If you talk too much, you may miss the opportunity to learn about the customer's needs and how you can help them.
3. False promises: Don't promise something you can't deliver. It is important to be honest and not mislead the customer to close the sale.
4. Ignore objections: Customer objections are opportunities to better understand the customer's needs and offer appropriate solutions. Ignoring them can be detrimental to closing the sale.
5. Failure to follow the sales process: It is important to follow the established sales process and not to skip steps. Skipping steps can result in the sale not being closed properly.
6. Not having a positive attitude: A negative or disinterested attitude can negatively influence the sale. It is important to maintain a positive and enthusiastic attitude throughout the sales process.
7. Not knowing the product or service well: It is essential to know the product or service you are selling well in order to be able to answer the customer's questions and demonstrate its value. If you don't know it well, you risk losing the opportunity to close the sale.

How can the artificial intelligence (see+ TIP) to close a sale with a customer?

ARTIFICIAL INTELLIGENCE CAN ASSIST IN THE CLOSING STAGE OF A SALE IN A NUMBER OF WAYS, FOR EXAMPLE:

1. Provide information on closure techniques: can offer specific sales closing tips and techniques that can be useful in persuading the customer to make a purchase.
2. Help identify closure signals: can help identify signals that the customer gives off when he is ready to close a sale, such as questions about prices or delivery details.
3. Providing sales pitches: can offer specific sales arguments tailored to the customer's needs to help convince them to make the purchase.
4. Helping to overcome objections: can provide appropriate responses to overcome customer objections, which can be helpful in closing a sale.
5. Help customise the offer: can help to customise the product or service offer according to the customer's specific needs, which can be helpful in closing a sale.

It is important to keep in mind that artificial intelligence cannot replace human interaction in the sales process, but it can be a useful tool to help salespeople successfully close sales.

Reaching the closing a sale is a sign of success. However, it is important to realise that closure is an attitude. In the world of sales, there are cases in which the salesperson comes to a sales appointment with prospecting (+) The customer leaves with the signed order. Reasons? The customer is extremely angry with his current supplier and decides to buy from us. And we have saved ourselves presentations, demonstrations, dealing with objections and other arduous tasks.

Many salespeople, when sitting down with their customers, place their order book in a visible place, demonstrating non-verbally that they are a self-confident person who has come to close a deal. This always causes a good impression and emphasises the idea of closure as an attitude. 

At the closing stage of the sale Two things can happen: we go out with the order or we don't go out with the order. The first thing to say is that a more or less categorical NO from the client is never a failure. We have made an effort to get to that point, and it is not a good idea to lose it. We will therefore have to The causes can be analysed in detail and in this sense the client himself can give us some clues. A good habit is to ask the customer at the end of the sales process why they are not buying from us, where we have failed, if we have failed.

Nor should we forget that sales have their moments and that a no today is not necessarily a no tomorrow. Circumstances can change, opening up new opportunities. We therefore need to know what we have learned from the experience and what is definitive in the customer's refusal.

Faced with this process of introspection, let us look at some of the possible causes:

• We have failed to identify customer needs.
• We have not been able to make a good case for the benefits.
• We have not allowed the client to give us his point of view.
• We lacked drive and conviction.

How do we detect the signs of closing the sale?

THE FOLLOWING MAY BE MANIFESTATIONS OF POSITIVE WILLINGNESS TO CLOSE ON THE PART OF THE CUSTOMER:

• Non-verbal language: The customer examines the product, tries it out, is interested in how to place the order, smiles.
• Verbal language: How can I pay you, I could really use it, the price is not bad.

CLOSING TECHNIQUES WITH EXAMPLES:

• If we want to measure the customer's real intention to buy: "This table is very resistant to extreme temperatures and does not scratch. And it comes in three colours: brown, black and beige - which one do you prefer?
• Summary of benefits: "As you can see the flat is spacious enough to fit an office in which to work comfortably, it is bright and outward facing with beautiful sea views. You will hardly find anything like this".
• Balance: "Let's look at the advantages and disadvantages and you will see that the former outweigh the latter. 

• • Advantages: 

• • • Avant-garde design.
    • Resistance to extreme climates.
    • Recognised brand.
    • 10-year warranty.

• • Disadvantages: 

• • • • It is a more expensive 5%.
      • Delivery time 30 days.

• Purchase assumption: "The model you are holding in your hand is definitely the one that suits you best. How about wrapping it up for us while we fill out the warranty?"
• Special offer: "don't hesitate and enjoy your new computer. Right now we have a 30% discount".
• Threatening eventuality: "I know you like this wine but I can't guarantee that I will be able to serve it tomorrow. Shall we call the warehouse and ask them to reserve three cases for you?
• Limited selection: "Which of the two screens do you choose, the 28-inch or the 32-inch".

Closing a sale is a sign of success. However, it is important to realise that closure is an attitude.