Welcome back! Today we're going to talk about sales-closing techniques. Now that you know how to spot and interpret sales triggers, it's time to actually learn how to close the deals.
We'll focus primarily on the four classic sales closing techniques, which we should cover 99% of clients you will ever have to work with. Alright, so let's do it! A first technique is called "Deadline", and it's often used together with some discount or special offer.
Try to understand what can get your client going - whether it's a trivial sale or some additional services you can offer free of charge. Works best if you throw in some time limit to create a sense of urgency and put your client in "now or never' situation. You've seen this technique being used all over the place - price tags in supermarkets, online ads, billboards, everywhere.
The reason why it's so popular is because it works - everybody knows about it and it still works, every single time. So, here are the phrases you can use to create a sense of urgency and push your client gently towards closing the deal: 1. "We've got a sale now that ends this Friday.
If you want to get a 20% discount, better hurry up! " 2. "If you commit to buy now, I can fast track you to the front of the implementation queue".
3. "Unfortunately, the special price I've mentioned earlier is only valid for one more day, and then it's back to standard. It would be really sad if you missed out on such a great opportunity to save".
Alright! So the next technique is called "The illusion of choice", and it's a really great one. As you may know from basic human psychology, every person likes to think they have full control over their decisions, even if they actually don't.
That's an important illusion you don't want to deprive your clients of. To make this technique work best, present your client with two options, two fake alternatives, both of which will eventually lead to the client's signing off the contract. Here are some examples: "I have two options for you - a 6-month license or a 12-month license.
Personally, I would go with the 12-month license because you'll end up paying less this way. " "When would you like to start the implementation - this week or next Monday? " "How would you prefer to pay - by card or by wire?
" Let your clients be "in charge" of the decision-making process, while you just stand there in the shadows patiently waiting for their decision. Either way, you win! Now, just like regular people, some clients like it rough - well, give them rough!
For that, you have technique number three, which is aptly named "Hard close". So how do we use it? Sometimes, during the sales presentation, comes a moment when you've done all you could to make the deal happen, and the client is having his or her final moment of thought.
Don't let them dwell in that moment for too long - go ahead and deliver that final push to close the deal. It has to be short and assertive, sometimes borderline rude, for example: "We got a deal? ", "Let's start the paperwork, shall we?
" "So when do we start? " - Basically, anything along those lines will do - the choice is yours. And the final technique we got for you today is called "Try before you buy" technique.
It's not as widely used as the previous three. However, it can really work well in situations when your client is of the "can't decide" kind. You know, the people who are always afraid to try something new and commit anything before seeing the actual results they could get.
For this type of clients, we have something called a 30-day demo. Basically, this demo gives you full access to Bitrix24 and all of its features for a whole month of uninterrupted usage. Should be good enough for indecisive clients to get the feel of the product and realize its benefits - not without your assistance, of course!
Here are some phrases that you can use, for example: "What would you say, if I gave you a full, 1-month free access to Bitrix24? This way, you can see the product in action and decide if you want to buy it later". Another example: "I can understand your concerns, John, but let me tell you this: we got a 30-day all-access trial that lets you use Bitrix24 and all of its features completely risk-free.
No credit card required, no strings attached. What do you say? " Use this technique with caution though as it may lead to your relying on it too much in situations where other methods would work better.
So, these were the four classic sales-closing techniques. One last thing before we wrap up this lesson - you have to be prepared that sometimes you won't be able to close a deal from the first try. If that happens, you need to make another attempt.
And then another - until you get what you need. If the client is still reluctant to buy, you need to go back to the previous stage and work out some objections that they still might have. That's it for now.
Good luck with your sales, and see you in the next lesson!
