Discover these 9 techniques to close a deal, which works even with the most complex customers. Apply them and you will get better results!
If you are a salesperson, you already know this feeling; that one of shaking hands when a sale is concluded. It’s a feeling of well-being and you know what comes next.
However, watch out! The techniques to close a deal are not always simple, and customers are sometimes very demanding or do not know what they want. You have certainly experienced negotiations of this type. Interactions or discussions that lasted weeks and that often didn’t even work out.
What are the best negotiation techniques to close a deal?
Of course, nobody can control the behavior of another person, but during a sale, you can orientate the answers.
By taking the right steps, you can close a sale even with customers you thought were impossible to convince.
Here are some sales closing techniques that will help you in any situation, to close sales without much effort.
1. Be impassive
There’s nothing worse for your prospects than detecting a feeling of nervousness or impatience from you. So, focus on mastering your sales pitch, ignoring the pressure even if you are in a hurry.
2. Don’t get upset
Remember that sometimes your customers may simply need your product/service without even knowing all the details. It is normal for you to feel frustrated, but do not take it personally. Always keep your emotions inside of you. Keep your professional approach and you will close the deal.
3. Accept the opinion of your client
It’s a super-effective sales technique for getting along with people. The voice is a powerful tool for persuasion. Modulate your tone, adjust your speech rate and modify its power to gain the respect of your customers. In this way, you will be able to convince them and hold their attention throughout the conversation.
4. Focus your speech on your client
When the conversation starts to get out of hand, the main thing is to redirect the dialogue towards the client himself or herself. Try to understand what he or she likes to engage with your prospect. This will break the ice. When someone talks about its concerns, it is much easier to present your product/service to answer his or her particular needs.
5. Carry about your client
To find out what goals your potential customers are looking for, just ask them. Ask them to explain to you what their goals are the year, or semester, to come. You will then be able to align your sales pitch to their needs and create a feeling of confidence that will help you to close the deal, even with the most refractory prospects.
6. Take ownership of the customer’s problem
Before closing a sale, it is important that you know how much prospects want to resolve the situation that makes them uncomfortable. If he or she has already presented his or her problem to you, the next step is to know if the prospect is ready to resolve it. It is not a question of whether this potential customer is ready to buy what you offer, but if he or she wants to get out of this situation he or she does not like it. By bringing the prospect into this situation, you will immediately know if this potential client is ready to use your product/service to improve his or her daily life.
7. Take initiatives
From time to time, when you are trying to close a deal, you may face people who are trying to distract you from your sales pitch. They can talk to you about something else, steer the conversation in another direction, interrupt you, or make you talk about yourself.
You could interrupt them politely with a sentence like “I understand you perfectly, but what if I finish talking about it very quickly so that we can then talk about what you want? ”
This should be enough to slow down their intentions and steer the subject in the direction you want to give it.
8. Don’t feel superior
It is understandable to adopt an authoritarian position with complex prospects. However, expressions like “you are wrong” or “I will tell you the truth” translate your position of domination. And it can block your prospect. And put in danger your sale.
However, it is more effective to share information objectively and to be interested in the opinion of your prospect. For example, instead of saying “Did you know that the experts predict that sales process automation will quadruple in the next three years?” Prefer the twist: “I’ve heard that the automation of sales processes will quadruple in the next three years. Do you think it could affect your business? “. The difference: In the first example, you imply that your prospect is less educated than you, while in the second, you present a fact and involve the recipient.
9. Take nothing personally
Complex potential customers are part of the sales process. Your interactions with prospects can get you nowhere, but it’s important not to neglect their behavior.
Your task is to maintain a pleasant and respectful atmosphere throughout the presentation, avoiding bad gestures or signs. Remember that, in most cases, unwanted behavior has nothing to do with you, and it is just a reflection of the personal difficulties your prospect may experience at other stages of their life. It doesn’t matter if a customer is unpleasant, as long as he remains profitable! Knowing this, you will be able to better manage the pressure and successfully resolve any issues that arise when closing a sale.
Bonus: now that you know how to apply these techniques to close a deal, it’s up to you to check the effectiveness of your sales team in terms of closing.