Closing the sale is the last stage of a purchasing process. It is the ideal moment when the company or seller presents a proposal — which can include marketing, persuasion and sales techniques — aimed at transforming consumers into clients. Learn how to put it into practice the right way!
Leandro Abreu
Nov 4, 21 | 14 min read
sales closing techniques
Reading time: 11 minutes
Let’s see if the following situation sounds familiar to you: you carry out marketing and communication work, establish a link with your leads, win over prospects, but when you make them a proposal, your “almost client” decides to close the deal with the competition.
This frustration is very common and is directly
related to closing sales . The thing is, contrary to what you hear out there, it is not a spectacular offer or the right mental trigger that will make them suddenly buy your solution.
Rather, it is necessary to think of the customer’s purchasing experience as a large process, in which each step has great importance in its completion and, of course, consider the differentials of the modern consumer.
With this point in mind, we have montenegro email list 100000 contact leads prepared the following topics to be covered in this article:
What is sales closing?
What are the pillars of a good sales closing?
When should I submit a proposal?
What are the best sales closing techniques?
How can I be more confident in my sales?
Do you want to learn how to structure your company’s purchasing process and discover truly effective sales closing strategies?
Keep reading!
What is sales closing?
Closing sales is the conclusion of a process that can be divided into three main steps: discovery, consideration and decision .
Therefore, we cannot work on it in isolation, after all, its success depends on the correct execution of the previous phases.
Words, arguments and persuasion techniques are
important tools, but they only really work when there is already a connection between the consumer and the brand.
You probably come across several sales techniques in your day-to-day life, especially in retail stores and e-commerce. Here are some great strategies that we all know very well:
Now or never (or scarcity)
The idea behind this practice is to make your offer a unique and unmissable opportunity.
Take a look at some commonly used phrases:
last of stock at that price;
Exclusive bonus for users who register for this offer;
50% off only for customers who purchase today.
Summary
In this strategy, the role of the seller is to highlight all the benefits that the customer will have when making the purchase so that the perception of value of the product or service increases instantly, as well as the consumer’s anxiety about the acquisition.
Some examples of this type of argument:
Take now your new (vehicle model) with a 1.0 turbo engine, stability control, CVT transmission and 3 years warranty, with a special discount on the delivery of your used car;
Hire our premium plan with all the services you need to boost your business with exclusive resources, 24/7 support and a 20% discount.
So what? Are you convinced? Consider that these strategies are valid and generate results, otherwise, large companies would not invest fortunes.
However, we must point out that the perception of each of these proposals differs depending on who hears them.
If you are interested in any of the cookieless: how brands can survive in this new era of marketing products mentioned above and are already researching online, for example, you have probably been “bitten” by the ads. After all, your thoughts and emotions are focused on that specific solution .
This means that we cannot base the success of closing sales solely on the offer or the structure of the proposal presented.
To really win customers, we need to dig a little deeper, so knowing people is essential.
What are the pillars of a good sales closing?
In an Inbound Marketing strategy , the sales closing is inserted at the end of the sales funnel , that is, when the consumer has already been prospected, qualified and nurtured to be referred to the sales team.
However, this reasoning is not limited to this type of methodology. In fact, this global vision of the purchasing process directly addresses the behavior of the modern consumer, which, among other characteristics, reveals:
impatience and disbelief with advertising materials and campaigns ;
information domain regarding the products or services you intend to acquire;
space for brand relationships on social media, blogs and email lists;
anxiety and autonomy (likes to solve things on his/her own);
focus on the experience and the by lists solution, not the delivery (product) itself.