NFIB

Six Ways to Close the Deal
05/ 19/ 2003

by Vicki Gerson

Using the right closing technique can help you make a sale. But in order to do that, you must analyze the situation, listen to what the prospective customer is saying, pay attention to how it is being said and observe the person's body language.

For example, a prospect that seems easy-going may resent a hard sell. And a forceful person probably won't be closed with an indirect approach. Make sure to observe the prospect carefully and ask many questions before launching into your close.

Here are six examples of closing techniques to try on different types of customers.

The summary close

The summary technique recaps all the major benefits associated with the product or service. Be specific. This is a good method for a prospect who has told you their needs and desires. Highlight each benefit to the prospect.

The indirect close

This is an excellent technique for the laid-back prospect. It's not a high pressure closing. Ask the prospect to decide whether to buy in an indirect manner by using such questions as "What do you think?" and "Do these terms suit you?" The prospect's answer determines your next move.

If the prospect says, "I want to think about this for a few days," ask when would be a good time to call again. Follow up immediately with an email thanking the prospect for his or her time, then call on the specified date.

The direct close

The direct close is extremely blunt and works well with assertive prospects. Simply ask point blank, "Would you like to purchase my product or service?"

Seize-the-moment close

The prospect seems interested and asks, "Is this product available in beige?" If you have beige in the product line, you answer, "You prefer beige?" When the prospect answers, "Yes," proceed as if the sale is closed. For instance, your next question could be, "How many do you need in beige?"

The option close

Assume the prospect is buying and give a choice between two alternatives. For example, "Would you like 50 units in the order to obtain the price break or 25 units without the price break?" The thought of not buying is simply not mentioned.

Overcoming-the-doubts close

Offer inducements to overcome the prospect's doubts or objections to closing the deal. These incentives can range from different terms and conditions to just notifying the prospect of a price increase coming the next month.

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