The close is the moment that all salespeople train for. It’s the make-or-break decision point and if you do it right, you’ll convince prospects to convert once and for all. Unfortunately, there are more people who struggle with closing than not—after all, it’s a challenging spot to be in. You’re so close to getting that conversion and every single detail of what you say, how you say it, and when you say it is going to impact the outcome.
Fortunately, sales is a business that’s been around for a long time. If you’re looking to improve your close rates and get more conversions, you don’t have to reinvent the wheel. There are plenty of effective techniques floating around out there that many sales reps swear by, and tips aren’t in short supply, either.
Of course, one way to improve your close rates is to partner with a team like Smith.ai to get dedicated experts to help you create winning outreach campaigns. You’ll still want to brush up your own skills if you go that route, so here are five techniques that every sales team can put to use.
This type of close is one that creates a sense of urgency that overcomes that initial hesitation buyers usually have. Whatever the special benefit is, you need to make it clear and make sure it’s truthful. For example:
If you commit today, I can put you on the shortlist for faster integration.
We’re running a 15% discount for customers, but it’s only good today.
I’ve got one more slot for this package deal – do you want it?
When you’re talking to people on the phone, this is usually a really effective option because you have their attention and now you’ve created urgency.
Your sales reps are probably experts at asking probing questions. However, have they (or you) ever tried making the close a question? It’s really useful if you do it well. You can make sure that there are no more objections and find out what’s really holding people back.
It also helps them check themselves as they ponder your question. Some examples include:
So, in your opinion, do our services provide the solution you need?
What’s stopping you from signing today?
Is there any reason we can’t proceed with the transaction?
In this scenario, you either get a close, or you get the information that helps you press forward for a possible close in the future.
It’s always good business to give people something for nothing. A gesture of goodwill right at the close could be the perfect way to go. If you lack social proof or are trying to get customers on board in a hurry, or even trying to win people over from the competition, this method can be quite effective.
You can say something like: Okay, so we know that choosing to switch providers is going to cost you $2,500 or more—what if we take care of those costs and get you set up today?
You don’t have to give away that much—it can even be as little as $100 or $500, or something not monetary. Give them a free eBook with their commitment. Offer them a future service at no cost. Whatever it is, it has to be something that is valuable to them and that won’t break you to give away.
You know that without your solution, your prospect will continue to struggle with their pain points. While your leads may also know that, they’re not focused on it all the time. Reminding them of what opportunity they might lose can encourage them to rethink their decision or make a decision if they haven’t yet.
For example, you can use a line like:
I would hate to see you struggle with [pain point] and [negative outcome] because you didn’t have the proper support. How about we take the next step now and avoid those potential issues entirely?
Sometimes, a simple reminder is all people need to make the final decision.
What better way to get people over the fence than to paint a picture of them using your product or service successfully? If you have case studies or other results that you can use to help with this one, they can come in handy. When people imagine how their future looks with your product or service, they’re more likely to want to get on board.
You can use something like the following example to put the solution in people’s hands, theoretically, allowing them to see just what it can do:
When you put [product/service] into place, you’ll find more free time with everything streamlined and automated in a single, user-friendly platform. Most people save an average of three to five hours a week—what would you do with that extra time?
In closing (pun fully intended), these are just a glimpse of the dozens of possible techniques you can use to seal the deal. Along with them, keep these steps in mind to help you get to the end of the funnel in the first place:
Outsourcing is another great technique that can work to your advantage with sales closing and other needs. You can outsource repetitive and time-consuming work so that your sales reps have more time to dedicate to those clients who are nearing the finish line.
At Smith.ai, our dedicated team of virtual receptionists can provide support for your outreach campaigns, along with offering a 24/7 answering service so you never miss a lead. We can also assist with lead intake and appointment scheduling to keep things moving while you’re busy closing.