Closing a sale: a natural ending in the sale process

What is a closing sale?

Reps meet their quotas by closing sales, which involves convincing a prospect to
accept a deal and sign a contract. This is also how firms increase their income.
You put in the required time and effort to persuade potential customers that your
product can solve their difficulties. The moment has come to determine whether
this prospect is prepared to commit after you popped the question with a (sales)
proposition.
A natural ending in the sales process
The sale is deemed to be completed when all conditions have been agreed upon by
the parties and the buyer is completely committed to the transaction. Deal closure
should be seen as the logical end of the sales process rather than a transactional
occurrence.
1. The sales process' trial close
Utilize the "trial close" method at every stage of the sales process to guarantee
stakeholder buy-in. A trial closure is used to make sure that the terms of the sale
are understood and that the buyer is committed to the transaction.
2. Ask the order
If you don't ask, you won't get the sale, is an ancient adage in sales. The timing is
crucial, though. When any trial close requirements have been satisfied, request the
order from the main decision-maker.
After the trial is over, make sure the stakeholder acknowledges that you have
complied with all of their demands. Do not be intimidated by the buyer's silence
after you ask the question and always ask only one question while they consider
their response. Always be sympathetic to the customer because there will likely be
some tension when a question is addressed.
3. Potential responses to the "closing question"
"No": Try to comprehend the customer's decision-making process. Request to be
evaluated again if the decision is not final. Avoid getting emotional by a “no”. If a
competitor received the order, ascertain why and on what grounds they were
thought to be a better option than you. Sincerely question about any areas where
you can do better or things you should have done differently.
“Yes”: After thanking the customer and assuring them that they made the right
decision, discuss about the logistics. After the contract is signed, the focus switches
to ensuring that the buyer is satisfied with the delivery, installation, and usage of
the goods.
 5 Effective Sales Closing Strategies
Not every closing strategy is made equal. Some sales models or businesses fit them
better than others. Reps should have a set of tried-and-true sales closing strategies
on hand so they can quickly adjust to any circumstance.
 The now or never close
It is sometimes referred to as the scarcity close. You must appropriately assess the
prospect's degree of urgency before using any closing strategy. You use the
prospect's fear of missing out in this situation to your advantage (FOMO). The
discounted price could be about to expire or product inventories may be running
short. There is no assurance that your offer will remain valid if they don't seal the
purchase right away, regardless of the situation.
This strategy, even if scarcity isn't actually an issue, might backfire if the prospect
hasn't shown a strong or urgent interest in your item.
 The Puppy Dog close
This sales closing method was developed on the premise that if a pet shop offered
to let you "try a puppy out" you keep it for a few days at home, you'd fall in love
with it and keep it forever.
Offer a risk-free, no-obligation trial of your goods to complete the deal. It is hoped
that after giving your product a brief test run, the potential customer would
discover it to be so vital that they will find it impossible to leave with it.
 Takeaway close
This tactic often referred to as reverse psychology, takes advantage of people's
desire for goods that they are unable to have. Mention that their firm "may not
qualify for your service like other organizations have" or that your solution "may
not be a suitable fit" for them. Because you're going against what a salesman
generally does, which is sold, the prospect won't anticipate the takeaway close,
which makes it successful.
 The question Close
Good listening nearly always leads to successful sales. The most effective
salespeople remain inquisitive throughout the interaction and actually pay attention
to the prospect's comments. Asking questions may be a terrific way to close the
deal, even in the last stages.
By stating that you have fulfilled all of the prospect's needs, it encourages them to
close the transaction. On the other side, it allows room for further sales, such as
those of other goods and services the prospect might have neglected to include.
 The Summary Close
You discuss the product's characteristics and how it will help them satisfy their
needs in a summary sales closing. It provides the potential customer one more
opportunity to think carefully about what your product may do for them before
making a choice. It provides the potential customer one more opportunity to think
carefully about what your product may do for them before making a choice.
Questions for Sales Closing That Will Help You Close the Deal
Solving issues for other people is the foundation of sales. No matter what method
you choose to close sales, the secret is to demonstrate to your prospects how the
value you bring may help them overcome their business difficulties.
Try these tried-and-true sales closing questions to seal the deal the next time your
client is on the fence during the closing phase and you're unsure if you'll be able to
close the transaction.
 What will happen afterward?
 What may prevent the completion of this deal?
 What will change if we postpone the agreement?
 Are we still on pace to start by the date you specified?
 What do you think of our discussion so far?
 Are you prepared to begin?
 What did I miss?
 How can I help?
You may assist them in overcoming any doubts, outlining next steps, and
converting them from a prospect to a client with the proper time and delivery.
Although closing is difficult, it becomes simpler when you have a strong
connection with your prospect.