Although you will close the sale at the end of the call it is important to realise that a close is not just about a commitment to purchase, but also commitment of interest. A good salesperson will display the intention to close throughout a call, so that it does not come as a surprise to the customer at the end.
Once you have reached a point where you have summarised the agreed customer needs, related the product advantages (benefits) to these needs you are ready to ask your closing question.
There are many different questions and methods that you can use to close a sale. However, there are three golden rules you should consider. These are…
• Present the close in the form of a question
• Once you’ve asked your question be silent and wait for an answer
• If you don’t ask, you will never know if they would have purchased
Remember, both you and the person you are talking to know that your role is about closing sales. You will not ruin a good relationship by trying to close. Be confident about closing, but do not let this over-run into high-pressure tactics or rudeness. Part of your responsibility is to leave the door open for future sales.
Examples of closing questions
The Direct Close
This requires a yes/no answer. ‘Would you like to go ahead and purchase then?’ You may get a ‘no’ response, if this is the case, ask the customer why, you may have more objections to overcome.
The Alternative Close
Give the customer a choice. ‘Would you like this product, or the other?’
The Secondary Close
Ask the customer a question, which by answering means they will purchase. ‘Would you like to purchase this? Where should I send it to?’
This article is an excerpt from the workbook of the Trainer Bubble training material, ‘Achieving Sales on the Telephone’. You can purchase this training course by visiting our website at www.trainerbubble.com