Robinson 

Opinions Count

Adding the phrase “in your opinion ...” to a question softens the reply if the customer has an objection. “In your opinion, will this solve your problem?” If the customer says no, it's an opinion, not a fact, and you can address his concern. This is a great trial close to use as the sales cycle progresses so that you don't encounter any surprises when it's time to wrap up the deal.

 

Sharp Angle Close

When the customer asks for a concession, whether it is price, delivery or additional features, respond by asking, “If I can do that for you today, will you sign a purchase order?” This is an important closing question – if you agree without asking a for close, then the customer has an open door to continue asking for concessions.

 

Assumptive Close

The Assumptive Close helps put the sales professional in a better state of mind as they assume that the customer is going to make a purchase. As long as the sales pro makes sure that they cover each step of the sales process and provides enough value to the customer, assuming that the sale will close is a powerful and highly effective closing technique. If you learn only one close, this is the one to learn.

If you have an established relationship with the customer and he respects your judgment, jot down the items he is considering on an order form as you are discussing his needs. When the timing is right, put an X on the signature line, hand it to the customer and say, “Here.” Then be quiet.

 

Something for Nothing

A free add-on may be gimmicky, but it can work if handled correctly. “I happen to have an extra charger with me. If you sign off on the order today, I'll throw it in at no charge.” If the customer feels that they are getting something for free, something that (they believe) noone else is getting, they will feel special and may be more inclined to buy from you.

 

Ben Franklin

Ben Franklin is said to have made decisions by creating a list with two columns – the pros and the cons – and basing his choice on the longer column. This approach works well with analytical personalities. If you use it as a closing technique, just be sure you have a lot of benefits in the customer's "pro" column.

 

The Porcupine

You must be careful stroking a porcupine and you must also be careful answering customer questions. When your prospect asks a question like “Does it come in red?” answer by tossing  back the question: “Would you like it in red?” Her answer will give you a measure of the depth of her interest and help you adjust your presentation appropriately.

 

Impending Event

If you truly have a deadline or reason for the customer to make a quick decision, the impending event close works well. “I have an installation crew in town next week. Can we schedule a day with you?” If the deadline is in your interest and not the customer's, it will be seen as self-serving and will not work.

 

Solicit Objections

If you have gone through the discovery phase of the sales cycle and are confident that the customer understands that your product or service addresses her needs, then ask for the sale by asking for an objection. "Is there any reason why we can't proceed with the shipment?" This oblique approach allows the customer to raise any final objections -- if she has one -- without

saying no to the sale.

 

Level With Me

As you approach the end of the selling process and the customer says he wants to think about it, ask him to get to the point: “Level with me. Have I failed to show you the value that you will receive from your investment?” Then be quiet.

 

Direct Close

When you have addressed the customer's concerns and you are confident that she knows the value of your product or service, then pose the question directly, "So, Mary, are you ready to place the order?" Use this closed-ended, yes-or-no question only if you are very confident that the answer will be affirmative.

 

The Columbo Close

Not only was the TV character Columbo a fantastic police detective, he was also a wonderful sales coach. And while few would ever see Columbo as a sales professional, his one famous line has lead to more sales closes than most any other line in sales history.

 

Just one more thing, Columbo's famous line, opens doors, removes guards and allows you a glimpse into the unprotected mind of your customer.

 

The Puppy Dog Close

Few can resist the cuteness of a puppy. And for those sales professionals who have the option of allowing their prospects to "test drive" or "trial" their product, the Puppy Dog close has a very high closure rate. Though there are several things, some controllable and some not, that the sales pro must consider, using a Puppy Dog close is a low pressure, highly effective method to get a customer to sign on the bottom line.

 

If you've ever purchased a car, the sales professional most likely employed the puppy dog close on you and probably never knew he was using this technique. But once you are aware of the technique, how to use it and when not to use it, you'll see your sales numbers steadily improve.

 

The Backwards Close

Most every sales professional was taught that sales cycles follow a pre-determined number of steps. Those in sales should start at step 1 and do everything they professionally can to move all the way to the final step. But what if they started at the final step and asked for referrals? This is the Backwards Closing Technique that starts where most sales end.

 

It is not the easiest, smoothest or most predictable closing technique, but, when used by a pro, can be one of the most effective.

 

The Hard Close

Hard closing demands a lot of courage and confidence and should only be used when you have nothing to lose. While people generally love to buy things, most hate being sold to. And when it comes to the hard close, customers are well aware that you are selling them something. But despite its negative reputation, sometimes the hard close is the best closing technique to use. As long as you use it correctly.

 

While many sales professionals believe that they should close often and early, hard closing should only be used when you have nothing to lose and never should be used too early in the sales cycle.

 

The Relationship Close

The golden rule in sales states that if a customer likes you, they will find a reason to buy from you. Conversely, if a customer does not like you, they will find a reason not to buy from you. Building a relationship with a customer is a sure way to not only close a sale but to create a long-term customer.

 

Unless what you sell is a "one and done" type of product or service, learning how to build rapport with your customers is the most powerful closing tool you will ever enjoy using. The biggest danger in building solid relationships with your customers is that you may end up being uncomfortable building any profit in your deals.

 

The Takeaway Close

Let's face it, we hate when things are taken away from us. Go and try to take the proverbial candy away from a baby and you'll get a very loud example of one simple fact: No one likes having things taken from them. Whether it is something you own or something that you want to own.

 

But did you know that taking things away from your prospects can actually be used as a closing technique? As with all closing techniques, the take away close takes a disciplined professional to know how and when to use it correctly. If used too often or too early, you'll end up negatively affecting your margin. Like every other sale, the Take Away Close is not the "end all, be all" close. Learn it and, more importantly, learn when to use it.

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The example given on the call in the video below was recorded about 4-years ago.  This was originally designed for when we had 3 Outbound Call Centers.  We do Inbound Calls now and we are in the process of making a new video with the latest script.  We don't use that script anymore because we handle inbound sales calls.  So please understand that when you review the video below.  Thank you.