All semester, we’ve dealt with figuring out different ways to close a sale, or at least moving the process in that general direction, without straight up asking the customer “would you like to buy this?” As we know, that approach is not only antiquated, but it also turns buyers off by coming across as too sales-y. From what I’ve gather, below represent a few of the more open-ended, discussion friendly closes we’ve talked about all year:
Question Closes
Salespeople need to find out the customers needs, or what is blocking those needs. By asking a question, especially along the lines of “Is there any reason why we wouldn’t be able to proceed?” allows the client to identify an additionally unsolved pain that you can work through in the sales process.
Deductive Closes
These closing questions are deduced from your client’s input and responses to your communication. Ask them questions like “Would this product/service be of value to your company?” after calls, presentations, etc. in order to figure out their needs.
Soft Closes
This type of close relies on your identification of a need and leveraging it in a short statement. “Would you like to know how “x pain point” could be alleviated through this product/service?” Once again, you can gauge the client’s interest and also set up a conversation for you to continue identify information that will be beneficial in your selling process.
BoweryJE22
This is great. Knowing the importance of each close is crucial to knowing which one to use for each certain circumstance. I think something that would be appropriate for this blog post is to paint a scenario where each different type of close should or shouldn’t be used.