There are as many different closes as there are sales people, but there are some recurring techniques that may come in handy. While you may find that certain closes work better than others, that shouldn’t deter you from using a variety of closes or confirming techniques, depending on different situations. We’ve outlined the first 5 of our top 9 closing or confirming techniques. Learning the closes listed here will increase your chances of getting more sales, more often, from more accounts.
1.“It Costs Too Much” Close
Emphasize the benefits you know the prospect finds irresistible. Uncover the prospect’s hot buttons and emphasize how your solution will actually save them money in the long run.
2.The “What You Really Want” Close
Help the prospect see themselves using your service. Speak to them as though they already use it, and tie in a hot button benefit to its use. “When you use us, then this will happen, and that’s what you really want, isn’t it?
3.The “Minor-Major” Close
The minor-major builds a chain of affirmative answers to questions you ask to help lead a prospect into saying yes to the sale. To put the prospect in the habit of saying “yes,” askRead the rest of this article by one of our favorite contributors who provide some of the best supply chain content in the industry.