Closing

You are not a professional salesperson if you don’t ask for the order! Some of these ideas might help!

1. The Hot Button Close
Warm up your customers by pushing their hot buttons - emphasizing those benefits you know they find irresistible. In the following script, the salesperson uncovers price as one of the customer's hot buttons and emphasizes that the more expensive T-shirt will actually save her money in the long run:

Customer: I like this T-shirt but it's pretty expensive.
Salesperson: Less expensive T-shirts tend to wear out easily and shrink. This shirt will last you a lot longer and give you more use, so it will actually cost you less in the long run.

2. The Invitational Close
If you want it, you have to ask for it. Don't just wait for the customer to say, "I'll take it." They don't. Make a persuasive argument for your product, including the reasons why your customer should buy, then invite them to do it. Say, "Why don't you give us a try? Go ahead and do it."

3. The Summary Close
To use the summary close, simply reiterate the customer's needs and wants, and how your product satisfies them: "From what you told me, you want a gift that can be personalized, is suitable for a business associate, and fits your budget. These pen and pencil sets are exactly what you need. Don't you agree?"

4. The Testimonial Close
To build credibility and reassure your customer that she's making a wise decision, tell her about the success other people have had with your product. Collect letters or stories and share them with your customers to eliminate buying anxiety:

Customer: I'm not sure this will work for me.
Salesperson: These people use these skin products and they have had fabulous results. You will, too.

5. The "Just Suppose" Close
In this close the salesperson asks customers if they would buy if their objections didn't exist. This tactic also helps you uncover and address hidden objections:

Customer: Your price is too high.
Salesperson: Just suppose you felt our price was fair - would you buy then?

6. The Alternate Choice Close
Sometimes the easiest way to make a sale is to decide for the buyer. Instead of offering customers the chance to say "no" to your product, give them a different choice to make: "Do you prefer this in red or black?" or "Would you like the tape recorder with voice activation or not?"

7. The Reverse Close
The reverse close turns customer's reasons why they shouldn't buy into reasons why they should. When your customer voices an objection, think of a benefit to that objection and add the phrase: "That's the very reason you should buy."

Customer: Your price is too high.
Salesperson: That's the very reason you should buy. The slightly higher price buys you a higher quality, longer lasting product that will save you money on maintenance costs.

Whatever your product, good selling depends on good preparation. The more closes you know, the better you're prepared to face that moment of truth at the end of your presentation. Instead of locking yourself into two or three closes, give yourself more options - more chances to make the sale. Remember, you need to ask customers to buy more than once because of their fear of making a decision. With so many effective ways to close a sale, odds are you'll be able to choose more than one to close your next buyer and get that sale!

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