Closing Sales Techniques In 3 Simple Steps

In closing sales techniques, you want to remind prospects of products' benefits, and you want to ask them for a commitment. 

There are cases that once you have touched on one product, you move to the next product. 

That is called bridging, and it is a subject which we can discuss later. For now, let's just focus on three simple steps you can take to close a sale.

It is a good thing to remember that after you have completed all steps or you manage to partially completed them, you want to record and analyze the call before making your next sales call.

Closing simply means asking commitment from a prospect. 

You might have made this the objective of your sales call. 

You probably have been preparing for this from the start. 

Of course, you do not always reach your goal.

Knowing when to close is essential. If you asked too early, it's hard to ask for it later. If you asked too late, it might not happen at all. 

It's important to 'feel' for the right moment and just go ahead and close the sales. 

You can observe the moment through checking for receptivity - listening, probing, and trial closing.

If objections occur, it is very tempting to point out where the prospects are wrong or in other words, to argue with them. If you win the argument, you'll feel good. 

But your good feeling often does not translate into profit. 

You're not in the business of proving people wrong. 

A more desirable approach for you is to direct the conversation to something more positive.

Here are 4 steps you want to use when handling objections:

1. Clarify

2. Acknowledge

3. Respond

• show product features and benefits that refute or minimize the objection
• use third party info to emphasize any claim
• restate the related feature and benefits of the product.

4. Check

Rinse and repeat until you gain a commitment.

Here are the 3 steps to closing sales:

1. Summarize benefits
2. Ask for commitment
3. Thank the prospect

Summarize the benefits

Summarizing the benefits of your product:

a) Remind the prospect of the benefits you've discussed during your presentation
b) Highlight the affirmative which reinforces their receptivity and prepares them to 'Yes.'
c) Builds your confidence and conviction, making you ask for a commitment

Ask for commitment

Commitment should be specific, results-oriented, and realistic. You want your prospect to do something.