With every deal, you want to close it as fast as you can with as little issue as you can. The problem is it’s not just your decision. In fact, the final details depend almost entirely on your client. So what happens when they get a case of cold feet?
Sales can be quick, snappy and simple. Get all the information out there and understood so that the buyer journey can roll on. Let us show you how to close your deals in a way that’ll suit that side of you.
Time pressure: “Your competition just bought one”
This closing phrase is good for the indecisive client. Let them know that there’s pressure to buy. That every minute they go without your product they’re losing money that’s going straight to their competitors. If they care enough about their business, they’ll make the right choice.
The pros: “What do you like best?”
When a client seems unsure about your product for whatever reason, bring out this card. You’re essentially prompting them to think about the good things your product has to offer. Plus, if they can’t seem to come up with anything, you can put in your own two cents. So it might seem a little expensive but it’s worth it, right?
The why: “What is making you hesitate?”
Find out why they’re holding back. Maybe it’s something you could solve there and then. In the best scenario, you’ll receive an answer that’s easy to tackle. Either way, it’s good to take note of what they don’t like – even if this deal doesn’t go through, you can work out a way to combat this concern for later deals.
Put it in their hands: “How can I help you?”
What you mean is, “how can I persuade you?” but you don’t want to actually say that. This can help with a particularly tough client. You want them to know your services are available to them if it’ll make the deal pass with more ease. Hopefully, they’ll give you the solution you need.
The persuasion: “Why not try us out?”
In relation to putting it in their hands – what happens if they can’t give you a solution? It can be good at this point to offer a discount on your product for, say, the first month or so. They can try out your product for a while and get all the benefits with a lower cost, and you still get a sale!
The assumption: “When shall we begin implementation?”
Although people often say “assuming makes an ass out of you and me”, in this case, it can actually help you out. This works as a deal closer because you instantly put the client in a position to think of the deal as sealed. Once you’ve settled a time and date to implement the product, they’ll have a harder time trying to get out of it. In fact, for all the hassle, it’ll probably be easier for them to just accept it.