With closing sales techniques, you want to be sure to be guiding and not pushing potential clients into making a decision. Last week, we discussed what closing sales techniques are and how they can help close more deals.
This week’s blog post shares 5 closing sales techniques that you can try out in your next meeting with potential clients. You can use these closing sales techniques to convert more potential clients into actual clients and confidently close more deals.
5 Essential Closing Sales Techniques You Should Know
Every interaction with a potential client is going to be unique. Mastering a variety of closing sales techniques will allow you to quickly adjust your sales pitch to better suit the needs of potential clients. With the help of these closing sales techniques, you can confidently close more deals.
1. Summary Close
In the Summary Close, you give the potential client a recap of all the key and relevant benefits of your service. This helps to reinforce the value of your business and what you can bring to the project. It also helps reduce the cognitive load on potential clients and then invites them to make a decision. It is usually used near the end of the conversation, after addressing their objections or concerns. You must use concise, clear language when summarizing all the advantages. The Summary Close can make it easier for the client to say yes when they have all the available information and reinforces the value of choosing you.
2. Assumptive Close
The core principle in the Assumptive Close is acting as if the client has already made their decision to move forward with you as their outdoor landscape lighting contractor. It relies on a salesperson’s confidence and reading the client. It’s typically used after identifying needs, answering questions, and addressing their concerns, so clients have to say yes. With the Assumptive Close, you don’t necessarily ask potential clients if they are ready to move forward with you; it’s about guiding them forward with you as their contractor.
3. Puppy Dog Close
The Puppy Dog Close is letting the potential client experience what having outdoor landscape lighting is like and getting them to create an emotional attachment to it. Letting them have a trial period with the outdoor landscape lights will also demonstrate the value they bring to their property. This closing technique offers a low-pressure and less risky alternative to a commitment to something that they’re not certain about. When potential clients can see for themselves the “wow” factor outdoor landscape lighting can bring to their outdoor spaces, it will be easier for them to agree to getting it and say yes to you.
4. Now or Never Close
The Now or Never Close is a scarcity and urgency-driven tactic that is designed to push potential clients to commit. It does so by immediately offering a time-sensitive or limited-quantity benefit that plays into psychological triggers like the fear of losing out on an opportunity. But in order to be successful, you must emphasize the value you bring to the project and how the potential client will miss out. With this closing technique, you want to avoid being too pushy, as it can appear manipulative. You want the potential client to come to their own decision.
5. Question Close
Asking questions is how you can get potential clients to open up about their vision, ideas, and concerns. The Question Close is when you ask purposeful and open-ended questions that will help you see potential clients’ vision, concerns, and problems. That way, you can gauge their readiness to move forward with you. It will also allow you to immediately address any of their concerns. The Question Close can help make it feel more collaborative and get potential clients to see the value and benefits themselves.
Keeping these closing sales techniques in mind will help you close more deals by addressing potential concerns or issues, allowing potential clients to visualize or experience what a difference having an outdoor landscape lighting system can make, and summarizing the benefits.
Seal the Deal and Stock up on Tools at LightCh8in
Each interaction with a potential client will be different, so you want to be attentive and tailor your responses to their individual needs and concerns. Closing sales techniques can be just the tools you need to get potential clients to say yes.
With a free LightCh8in account, you can get the tools you need to impress your clients after sealing the deal! From high-quality outdoor landscape light fixtures made from brass, LED lamps, direct burial, and lighting accessories, you’ll find everything you need for all your outdoor landscape lighting installs only at LightCh8in.