Have you convinced your client of the benefits of your product or service with a compelling argument?
It’s time to close the sale. So that your efforts don’t come to nothing, there are certain techniques required. Béatrice Javaudin, president of Clientis, a company specializing in business development, shared her best tips with us.
What are the best techniques to close a sale?
Before thinking about closing a sale, you first have to have qualified the prospect adequately and have identified what stage in the buying decision process the prospect has reached – is it the right moment? Is he seeking information? Is he comparing offers? It is also important to have highlighted the benefits of your products and services so that he realizes that it is good business to take them on.
With regards to the selling techniques themselves, there are many. But here are five that act like magic formulae:
What is the right time to close the sale?
The sale must be closed when the customer is ready. Certain signs help identify this moment:
If there are still some brakes to buying, how can the customer be convinced?
The first step is identify his doubts in order to answer them and reassure him. The second is to revisit the advantages and benefits of the product. In all cases, avoid ready-made answers which will be felt as artificial. Also take into account the customer’s personality and the context. One of the keys is to always remain authentic and honest.
Sold!
Closing the sale must not be the last step in your relationship with the customer. On the contrary, it must rather be seen as an opening – once the transaction has concluded, follow up in the next few days to know if he is satisfied with his new product or service. If the work was well done, he will be pleasantly surprised and will recommend you to those around him or do business with you again.