Closing techniques, part 1

Closing is the culmination of extraordinary probing and your ability to present solutions that solve the prospect’s or client’s problems. Xerox research has shown that when three needs are uncovered that are important to the prospect, a sales occurs 86 percent of the time. After your queries, you must present solutions in the way your prospect or client wants to hear it.

The four stages of a sale are:
1) Approach  2) Probe  3) Present  4) Close

There is no special way to close. In fact, if you haven’t first solved problems, closing hard will only cause the prospect to feel buyer’s remorse later. The best close is the culmination of implementing your proposed solutions. But a sale without a close is just an educational experience. Nothing happens unless your prospect or client takes action.

Trial Close

If you overtly close by asking them to buy now, you run the risk of killing the sale. But if you trial close, you can test the waters before you pull out the paperwork. Ways to trial close are:

• “Am I on the right track?”
• “Does this make sense?”
• “Do you agree with this approach?”
• “Do you think this can work for you?”
• “How does this sound so far?”

There are three great ways to close. One close is good for the less affluent and another for the high-net-worth variety. Your success in closing may be dependent on employing the right close for the right demographic. Here are two: