There is no magic to closing. Closing is easy. In fact, it’s probably the easiest part of the process IF you’ve done all the rest of the sales process properly.
The closing techniques we’re going to share with you are all tried and tested. There are others of course but these are the main ones, the ones that are out there and that seem to work. Some techniques are used alone while others lend themselves to be combined together. Don’t worry how you mix and match them. They’re just words with a purpose, and that purpose is to ask for the business.
They’ll work if you use them. Not every technique is right for every sales situation or every salesperson. Sharp salespeople will find two or three that they are comfortable with and use them on a consistent basis.
1. Assumptive Close
All closing techniques have an element of the Assumptive Close in them. In fact, we wouldn’t be attempting to close the sale at all if we didn’t assume the prospect was going to buy.
In the Assumptive Close, the salesperson assumes that the sale is made and begins to tidy up loose ends. This close is as much an attitude as it is a technique and refers to the manner in which you finish the selling process.
Useful with: All buyer styles
Example
• From what you’ve said, I assume you want to move ahead with this.
• To what address should I send my training agreement?
• I get the feeling from what you’ve said that you would want two dozen of the units. Will that be enough?
• I assume you’ll want us to get started on the project as soon as possible. Will next Tuesday be soon enough?
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