Closing the Deal And Getting More Sales
Do you get a lot of interest in your products yet can’t seem to get your prospects to take action by actually placing an order? Do you need help closing the deal?
Over my years of being in the direct sales industry, I have come across many representatives who are phenomenal when it comes to building relationships and promoting the value of their products.
But sometimes, when it comes to getting the sale, they are at a loss.
No matter how great you are at building relationships and promoting your products if you can’t get your prospects to take action, your business will suffer.
If that sounds like you, then hopefully one of these closing techniques will help you to move forward in your business.
Closing Technique #1: The Columbo Sale
Have you ever heard of the TV show, Columbo?
The title character of this popular 1970’s detective show is the perfect example of some who is great at closing.
Why? Because that man knew how to get people to answer questions.
The way he typically did that was throwing one simple line right when his suspects thought he was done and was about to walk out of the door: “Just One More Thing”
As salespeople, we often come across people who are wary of salespeople.
So regardless of how genuine we are or how great our products are, they have a wall built up against us that goes up as soon as we start talking.
That wall does not go down until they think we are through trying to sell to them.
The Colombo technique (also called the doorknob technique) is when you wait until their guard is down and then ask them a powerful question that will get them to answer and give you a final opportunity to address any concerns that they have.
For example, you could ask: “Just one more thing: what is the one thing that would hold you back from saying yes”.
They will likely answer the question, giving you the chance to overcome that objection and hopefully close the deal.
Closing Technique #2: The Thermometer Close
When talking to a prospect, we often have to overcome objections of some sort.
I like to get all of those objections out on the table.
One way that I know of to do that is to use what is called the Thermometer Close.
You want to know how hot of a lead you have by asking them something along the lines of “Being honest, on a scale from 1 to 10, how likely are you to place an order with me today?”
Then, when they respond, you have an idea of how much more it will take to get them to take action.
The logical follow-up question to their response (if it is not a 10) would be “What is holding you back from that being a 10?” so that they will be open about what is causing their hesitation
Closing Technique #3: The Backwards Close
If you are really afraid of asking for a sale, why not try the Backwards Close.
Most people ask for a sale first and then they ask that person if they know anyone else who might be interested.
In the Backwards Close, you ask them upfront if they know of anyone who might be interested in what you have to offer.
Then, if they give you a referral, ask if you have their permission to use their name when you get in contact with their friend/family member about your products.
At this point, they will likely realize that their contact will wonder why you recommended this particular product to them.
That will likely get them to start asking questions about what it is that you have to offer.
And that is exactly what you want – their interest.
This technique may not be for everyone, but it can be a great way to get people to want to know more about what you are offering.
And for some people, that takes away a bit of the stress.
Closing Technique #4: The Urgency Close
Urgency can be used in your favor when it comes to closing the deal.
If there is a time-sensitive promotion going on or if the product is in limited supply, then use that to show your prospect why they need to take action NOW rather than later.
Don’t have any special promotions going on, you can still convey a sense of urgency by painting a picture for your client of how their life will change in the near future if they go ahead and take action rather than if they wait.
Another method is to tell them that you wish you had started using the products earlier.
Sometimes they just need a reminder of why now is the best time to get started.
Closing Technique #5: The Direct Close
Another technique for getting a sale is simply to ask for it.
Once you have been talking to your prospect for a while and see that they are really interested in ordering, simply ask them “Do you think that you are ready to give it a shot now?”
The worst that could happen is that they say, “not right now, I need more time”.
The best that could happen is that they place an order right then and there.
These Techniques Will Help You When It Comes To Closing The Deal
I hope that you have found a closing technique that you can try out during your next call or meeting.
Which one sounds like it would be the best fit for you?
Please share your thoughts in the comments below.
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By Lynn Huber
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