11 Popular Closing Techniques Used By Professional Sales Agents
It’s another glorious morning in Poitiers here in the South West of France. The CommissionCrowd team have travelled out here to work on the final stages of our groundbreaking sales platform that connects companies and professional freelance sales agents around the world. For more information you can head on over to our pages for companies or sales agents by clicking on the provided links.
We cover a lot of topics relating to the sales industry in our blog, and in this post we want to take a look at some popular techniques that sales agents use to close the business in the final stages of the sales process. Please note that these terms have been coined by various sources in the industry over the years and are not our own names for them:
Alternative Choice close
The ‘alternative choice close’ – also known as the positive choice close – consists of the sales agent presenting two choices to the prospect in the lead up to the sale. Both options are designed to end in a sale being made. For example: Would you like to pay by cash or direct debit?
The Apology close
The apology close is a little bit of reverse psychology in play. The sales agent will apologise for not allowing the prospect to buy from them. The sales person will blame themselves for not giving enough information or answering the clients questions well enough to allow them to make their mind up. Sometimes holding your hands up can be a powerful tool.
The Assumptive close
The assumptive close is a clever little number where the sales agent essentially makes the closing move on behalf of the prospect. Usually this will consist of passing over the order form and asking for a signature and payment to mark the sale. Be careful with this one, you don’t want to be seen as going in for the hard sell.
The Balance Sheet close
The balance sheet close is a clever little number whereby the sales person will work with the prospect to create a list of the pros and cons of making the purchase. Obviously it is the sales agents job to ensure the list of pros is longer than the cons.
The Direct close
The direct close comes with a level of danger and must be handled with care. Essentially the sales person will simply ask the prospect to buy. You must be sure that the prospect is feeling comfortable and is ready to do so, or you risk losing the sale.
The Indirect close
A much softer and less dangerous version of the direct close. The indirect close is sometimes known as the ‘question close’ and sees the sales agent move towards the sale with a question like: ‘How are you feeling about the terms? Do you think you might be ready to make a decision?’
The Minor Point close
A very useful and clever method of closing the sale is the ‘Minor Point Close’. This technique sees the sales agent agreeing a deal with the prospect by assuming the sale is done based on a minor point of agreement made by the prospect. For example: “So you like the car in Green? No? Okay you prefer it in Red, great i’ll order that one for you”.
The Negative Assumption close
Based on two particular questions which lead up to closing the sale: “Do you have any more questions for me?” or “Do you have any reason not to take on our services?”
The Possibility of Loss close
The Possibility of Loss Close is one of the more aggressive closing techniques. In-fact it can also go by the name of the ‘pressure close’. The sales agent would point out that failing to buy will result in a missed opportunity or impact the prospect in a negative way somehow.
The Puppy Dog close
If I could, Would You?
Ah the oldest closing technique in the book. The ‘if I could, would you’ technique consists of the sales person answering a prospects question by asking for the deal if they can meet the prospects needs adequately. An example might be the prospect asking “Could the system be up and running in two weeks?” and the sales agent replying “If I can guarentee that the system will be running in two weeks will you agree to go ahead and buy it?”
So There You Have It
So there you have it. That was a list of some of the most popular sales closing techniques used by professional sales agents around the world. It is important to remember that selling is all about helping the customer to make a well informed and calculated decision to buy a product or service that will meet their needs exactly.
Did you know that every single one of us is born with a natural ability to sell and most of these closing techniques are programmed into us from the moment we enter this world? Check out this article we have written that explores this theory further: We Are All Natural Born Sellers