What is closing
“Closing a customer” refers to the process of completing a sales transaction and securing a customer’s agreement to purchase a product or service. The process of closing a sale typically involves several steps, such as:
- Building rapport with the customer: Establishing a relationship of trust and understanding with the customer is key to successfully closing a sale.
- Identifying the customer’s needs: Understanding the customer’s needs, wants, and pain points is essential to presenting a product or service that meets those needs.
- Presenting the product or service: Once the customer’s needs have been identified, the next step is to present the product or service in a way that highlights its benefits and how it addresses the customer’s needs.
- Addressing objections: Customers may have concerns or objections that must be addressed before they will agree to make a purchase.
- Closing the sale: Once the customer’s objections have been addressed, the final step is to secure their agreement to purchase the product or service.
- Following up: After the sale is closed, it’s essential to follow up with the customer to ensure their satisfaction and to build a long-term relationship.
Closing a sale is an essential step in the sales process, but it’s not the only step. Building a solid and long-term relationship with the customer is also essential, and it is done by providing excellent customer service and support after the sale is closed.
15 types of closing techniques
- The Direct Close: This is a straightforward approach where the salesperson directly asks the customer to make a purchase. Examples include phrases such as “Can I go ahead and process your order now?” or “Are you ready to move forward with this purchase today?”
- The Alternate Choice Close: This approach involves giving the customer a choice between two options, with one option being more favorable to the salesperson. For example, “Would you prefer the red or the blue version of this product?”
- The Assumptive Close: This approach involves assuming the customer will make a purchase and moving forward with the details of the sale. For example, “When would you like to schedule delivery/installation?”
- The Summary Close: This approach involves summarizing the key points of the sales pitch and asking the customer to make a decision.
- The Trial Close: this approach involves asking questions that help the salesperson gauge the customer’s level of interest and willingness to buy, without directly asking for the sale. Examples include “How do you feel about the product?” or “How does this solution fit with your needs and budget?”
- The Benefit Close: this approach involves emphasizing the benefits of the product or service to the customer. Examples include “Imagine how much time and money you’ll save with our solution” or “Think about how this product will improve your life.”
- The Scarcity Close: this approach creates a sense of urgency by emphasizing that the opportunity to buy is limited. Examples include “this offer ends today” or “we only have a few units left at this price”.
- The Empathy Close: this approach is based on understanding the customer’s needs and emotions and aligning the sales pitch with them, emphasizing that you understand and can help. Examples include “I know how important this is for you” or “I understand how you feel”
- The Guarantee Close: this approach is based on offering a guarantee or warranty of the product or service. Examples include “If you’re not satisfied with the product, we’ll give you a full refund” or “Our service comes with a 100% satisfaction guarantee.”
- The Objection Close: this approach addresses any objections or concerns the customer may have about the product or service. Examples include “I understand your concerns, but let me assure you that our product is of the highest quality” or “I know the cost may seem high, but when you consider the long-term benefits, it’s a worthwhile investment.”
- The Collaborative Close: this approach is based on working with the customer to find a solution that meets their needs and creates a win-win situation. Examples include “Let’s work together to create a customized package that fits your budget and needs” or “What can we do to make this a mutually beneficial deal?”
- The Question Close: this approach is based on asking open-ended questions that encourage the customer to consider the benefits of making a purchase. Examples include “What would you like to achieve with this product?” or “How do you see this solution helping your business grow?”
- The Test Drive Close: this approach is based on allowing the customer to try the product or service before making a commitment. Examples include “Why don’t you take it for a test drive and see how it works for you?” or “We offer a free trial period so you can see the results for yourself.”
- The Reciprocity Close: This approach is based on offering value to the customer to build trust and create a sense of obligation to buy. Examples include “I’d like to offer you a complimentary consultation to see how we can help you” or “As a token of our appreciation, we’d like to offer you a discount on your next purchase.”
- The Emotion Close: this approach is based on tapping into the customer’s emotions and creating an emotional connection with the product or service. Examples include “I know you’ll love this product, it’s helped so many people achieve their goals” or “I’m confident this service will bring you peace of mind and a sense of security.”