The most crucial part of sales is closing the deal. It is the make or break moment that depends on whether or not you will be able to convince the consumer to spend their money. Salespeople dedicate time and answer endless questions to ensure that the verdict tips in their favor. However, results are not always favorable or consistent. 

The art of convincing your client is quite simple and effective when the right strategies are put into place, at the right time with the right customer. By implementing the ideal strategy, you can set yourself on the path to becoming a master at sales. Here are some helpful strategies that guarantee positive results. 

Now or Never Close 

A quick and definite method of ensuring that the customer closes the deal is by creating a sense of urgency. The salesperson can offer a unique benefit that is only available now, and there is no assurance that it will be available when they decide to buy in the future. Statements can include: 

“This is the last item in the stock at this rate, the next stock will have increased rates.”

“We have a discount offer on the product which will expire today.”

The urgency will overshadow any doubts the customer has to buy the product before the added benefit is lost. This technique will trigger their response and fast track closing the deal.

Tip: The ideal situation where this strategy works undefeated is on telephonic promotions. Since the salesperson has the consumer’s undivided attention, they are more likely to convince them. 

Summary Close 

For rationally buying consumers, a summary close is an effective strategy. Since the customer will rely on need rather than want, the salesperson should list benefits, the product’s features, and how it can help fulfill their need. 

Nearing the end of the sale, the salesperson should summarize and revise all the great features and benefits to get the customer to close the deal. For example, a customer buying a home appliance machine will also be getting free delivery and installation. 

Tip: Research the product beforehand, so the customer feels confident in your knowledge and buys the product. 

Question Close 

This strategy might come off quite aggressive for some, but it can be pretty helpful in eradicating any objections or queries that the customer has regarding the product. 

Question close technique calls for probing questions determining the needs of the client and their objection to the product. Once established, the salesperson can move towards how the product can fulfill their needs and what objections can be removed to ensure the client’s peace of mind and satisfaction. When trying to close the deal, the salesperson can ask questions such as:

“Is my current offer solving your problem with the product?”

“If said objection is taken care of, will you be open to buying the product/signing the contract?”

By asking direct questions, you will be able to eliminate any reasons that the customer might have and close the deal effectively. Tip: Since this strategy is relatively straightforward, it might result in the customer becoming hostile. It is ideal to consult a sales trainer to understand the proper and friendly method of implementing the Question Close strategy.