Help Me Close: Different Sales Closes & Closing Techniques

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The sale doesn't begin into the prospect says no, you find his objections, and overcome them.
The sale doesn't begin into the prospect says no, you find his objections, and overcome them. (Image: Jupiterimages/Photos.com/Getty Images)

One key difference between a great salesperson and one that is only mediocre is how good he is at closing sales. When a newbie starts in sales, often one of his problems is the ability to close. Regardless of your experience in sales, you can make more sales if you simply review closing techniques and apply them when selling.

Assumptive Close

The book “Secrets of Closing Sales," published in November 2008 by Charles Roth, describes many closing methods, including the assumptive close. Sometimes sales people put obstacles to closing sales in their own way when the prospect is already ready to buy. One simple but often effective technique to making sales is assuming the prospect is ready to buy. One method of assuming the sale is to ask for the prospect’s signature on an agreement so that he can get started.

Choice Close

Rather than giving the prospect one alternative to buy, give him several and ask him which one he wants. This approach gets the prospect in a buying mode as opposed to trying to decide if he should buy at all. One example is a retail clothing salesperson asking, “Would you prefer this white shirt or would the blue one be better for you?”

Hat Trick Close

With the hat trick close, you prepare to leave your prospect without a sale and, just before you leave, you engage the prospect again, telling him one more selling point you pretend to have forgotten about. The theory behind this approach, also often called “The Colombo Close," is that the prospect’s resistance is low when he thinks the sales call is over. He might be more receptive to your last point.

Coming Event Close

The coming event close gives the prospect a reason to buy now. The salesperson shares with the prospect a coming event that will make the buying opportunity less attractive. For example, the salesperson could inform the prospect that the pricing will go up tomorrow and he can save money if he buys before the increase.

Ben Franklin Close

A salesperson asks the prospect to review pros and cons of buying. The salesperson guides the prospect in writing down advantages and disadvantages and suggests enough advantages so that the advantages outweigh the disadvantages.

Something for nothing close

Everyone likes to receive something free when they buy something. The Something for Nothing close gives the prospect something free with their purchase. Most buyers like to feel that they are getting a special deal.

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