When it comes to sales, winning over customers is constant, right? But how can you do it when all the other sales guys and gals in your office are using the exact same closing techniques? It’s easy. Here, we’ll show you how…
The “Now or Never” close
Think of this closing technique as giving gifts to your prospects. Using some kind of discount or incentive that pushes the lead into a customer is always a winner. And if you put a deadline on it, you also create that sense of urgency that your boss has been constantly nagging you about.
Some common B2B types are:
- “We’re offering XYZ for those who buy/sign up for the product in the next two weeks.”
- “If you can sign today, we can offer you £PRICE.”
- “If you buy today, we’ll have you set up and ready to go by the end of the day.”
The summary seller
Sometimes prospects just don’t appreciate all the effort you’ve gone to. So make sure they’re aware of exactly what they are getting. List each element and the benefits of what they are getting and they might just see the value in the price you are offering them. This eliminates post-buying blues and keeps you in their good books!
Pop the question
Asking open-ended questions is the best way to find out what your prospect really wants. It’s also a good way for you to get them to eliminate every objection they have to your product with their own words, as long as you ask the right questions. Once you’ve gone through your question sales pitch and the prospect has effectively convinced themselves, you can pop that all important question.
“Does what I’m offering solve your problem?”
Well, does it? Try our closing techniques and see for yourself. For more on tailoring your sales pitch, read our guide on building up your sales team.
Better yet, why not take this information and use it to help you create a B2B digital marketing strategy?
