How to close a deal.
The best time to close is when your prospect is ready to say “yes” -- no sooner and no later. Closing includes asking your prospect to take some action. In order to close effectively, you must develop the ability to help people make difficult decisions.
If you can see that your customer is not going to be able to make the decisions without other people or processes, your new close is to get them to set up a meeting with those other people or do that other process. Remember, once you’ve closed the deal, don’t ruin it by running your mouth. Instead, thank them, and tell them how you will be following up.
The Trial Close via Anchoring
Trial closing is done to gauge whether your client is ready to say “yes.” This closing should be combined with anchoring, which means that the client should be able to see themselves in the product or using it.
- "Can you see this improving your churn?"
- "Can you see this improving your ability to market to your base?"
- "Do you think this will increase your conversions?"
- "Do you see how this will decrease the amount of time spent doing this task?"
The "Just Ask For It" Close
If you are confident that you have the deal closed or you have a good or playful relationship with the prospect, use this direct close.
- “Do I have your approval to proceed?”
- “Can we shake hands on it?”
- “Are we ok signing you up now?”
The Alternate Choice Close
This close offers a great way for the prospect to feel that they are in control. Remember, a confused mind says “no,” so don’t overwhelm them with more than two or three choices.
- “Would you like to go with Option A or B?”
The Contract Close
Use this close if you’re not quite ready to deliver what the client wants or if they have an objection that you know you can overcome.
- “If we can deliver this to you by August 15, will you buy now?”
- “If we can provide a feature that automates your entire process, will you purchase now?”
- “If we can guarantee that you won’t have any issues with the training, would you subscribe?”
The Impending Event Close
This involves using urgency to help close the deal.
- “We are closing our beta round; can we get you signed up before we are full?”
- “To avoid missing your deadline, can we sign you up?”
- “The cost will increase soon. Can we sign you up?”
Note: Don’t use lies to create an impending event close.
The Assumptive Close
Assume your customer has said yes when you use this close.
- “Should we schedule training tomorrow?”
- “Can we upload all your team members today?”
- “It sounds like we’re in agreement, so let’s go ahead…all you have to do is enter your…”
- “Let me get your basic info, so we can sign you up.”
- “I can sense this is a priority…I will get you signed up.”
The Step Down Close
This close is used after an order is all but lost and you want to go for part of the sale instead of losing all of it.
- “I accept your decision and totally understand. Would you be ok with us (doing some smaller scope of work)?”
The Summary Close
Use this close when you have everything from them, and they don’t have any objections.
- “I have your scope, cost and basic information. Are you ok with me authorizing this?”
The Old Faithful Close
These are tried and true closing statements.
- “Have you got yourself sold, or do you still have questions?”
- “Is there anything else we should do before starting?”
- “If you have no additional questions, I can get you signed up.”
The Hat-in-Hand Close
This is a last resort close. It only works for closing about 20 percent of the time, usually when a customer hasn’t been vulnerable enough with you.
- “I accept your decision. It has been my experience that when a customer doesn’t sign up, my offer wasn’t good or I did something wrong. You said the offer wasn’t bad, so can you help me improve for next time by letting me know what I did wrong?”