What are most essential methods of closing sales ?

Closing is the last stage in the selling process. The salesman’s effort of obtaining attention, arousing interest, creating desire, convincing has no value, if he can not close the sale. Closing is the action on the part of the salesman of concluding the sales transaction. The rule of closing is as simple as ‘ABC’ Always Be Closing.

Objectives of close

The objection of the close is to persuade the prospect that he should act ‘now’ not ‘later’. The success of the salesman is the closing of sale. The prospect should be convinced about the advantages and benefits about the product. This leads to the customer saying ‘yes’ so that the salesman can ask for the order. The prospect is thus converted into a customer.

Features of closing

The salesman should maintain a positive attitude towards the close. He should avoid diverting his attention to other things. The customer should never feel that a sale is forced on him. Selling points, again and again can be shown to gain a favorable reply from the prospect. The should be convinced that he is getting the best thing at the least price. As a sales talk progresses the salesman should watch for signs of agreement or acceptance on the part of the prospect. As soon as the salesman knows the right moment to effect a sale he should try to close the sale. In case of any indecisive customer, the salesman should continue with his presentation or demonstration and try to convert the “No” into a ‘Yes’-

Method of closing:

Following are ten methods for closing the sale:

(i) Getting a series of positive answers.

(ii) Narrowing the choice to help the prospect decide.

(iii) Summing-up the selling points

(iv) Offering inducements to buy now

(v) Asking direct and indirect questions.

(vi) Assuming the choice

(vii) Complementing the choice.

(viii) Suggestive close

(ix) Closing on minor points.

(x) Appealing

(i) Getting a series of positive answers

This method is also known as ‘continued affirmation technique’. The salesman tries to reverse the resistance or ‘No’ into a favorable attitude towards a purchase or ‘Yes’. However, this method can be applied only to frank and responsive prospects.

(ii) Narrowing the choice to help the prospect decide

Many prospects find it difficult to decide upon a wide range of products from which they have to choose a few. The salesman cleverly narrows the choice removing them. This is common problem for the prospects in choosing clothes, shoes, pens, etc. This method is also known as ‘option elimination technique.’

(iii) Summing-up the selling points

At the closing stages of a sale, when the salesman feels that the buyer is undecided, he can sum of all or some of the main features or benefits of the product.

(iv) Offering inducements to buy now

The salesman in order to close a sale, can offer certain or general inducements to the prospects such special inducements may be in the form of discount , price reduction, gift, free door delivery, after sales services, etc.

(v) Asking direct and indirect questions

The salesman may try a close by asking the prospect directly if he has finally selected the product. Indirect questions may be:

“How many will you need?”

“When do you want it?”

(vi) Assuming the choice

In this case the salesman assumes that the prospect has already decided and is going to buy. Typical question might be ‘Do you prefer the light blue to dark blue?’

(vii) Complementing the choice

When the salesman finds that the prospect is having his eyes fixed on a particular article or touches one, he may compliment his choice by telling, How right your choice is!’

(viii) Suggestive close

Sometimes a salesman uses suggestion to close a sale.

(ix) Closing on minor points

The salesman tries to get the decision of the prospect over a minor point. Minor points are color, size, brand, delivery date, payment system, etc.

(x) Appealing

Sometimes the salesman can appeal to the customer to buy so as to close a sale. When the customers are sentimental this method can be used.

(xi) Standing room only

In order to make the vacillating buyer act soon, the salesman emphasizes both the elements of fear and opportunity as well as advises to avail the chance right now to prevent possible loss. His statements may be-

“Sorry Sir, it has been already sold out.”

“I am afraid you have to pay the revised price from tomorrow.”

“This is the last pair left.”