Indecisiveness, colloquially known as ‘umming and ‘ahhing, is a part of the sales process you can directly influence and speed up. Have you ever been at a restaurant with somebody who can’t choose what they want to eat? There are subtle psychological techniques you’d use to accelerate your companion towards the boeuf bourguignon without being rude and ruining the mood.
The same applies in sales, here are just 4 simple closing techniques you can reinforce right now:
- The Assumptive Close
Use a series of statements which confirm the package that your client prefers, followed by a question in which you deliberately assume that the prospect has agreed to buy your product or service.
Example: “So just to summarise, we’ve gone through the information and you’re going for this service because it will give you X, Y, Z. This will help you achieve your goal of A, B, C. Now in terms of your order, which address would you like to have it sent to? Home?”
- The Alternative Close
This is about getting your prospect across the line by empowering them with a choice. The two options you offer them would both end in a sale and you must be cautious about your tone of voice because it can be perceived as cocky. Most of the time your lead will appreciate the presumptuous cheekiness and not take it the wrong way but of course, you must judge each case on its own merit.
Example: “Would you like to go for the bronze or the silver package?”
You can also use this technique when cold calling, in order to assert your dominance with confidence and ensure that you are indeed controlling the conversation.
Example: “I’d love to talk you through the information, which day suits you best – Wednesday or Thursday?”
- The Pre-Close
With this tactic you create a hypothetical situation in which the client’s needs are met and you add on even more value in the form of a discount or something additional to the standard offer. You inform the prospect that you would need to acquire approval and then you ask them whether they’d be happy to accept the offer if the conditions could be met.
Example: “If I can get the Silver package for you with the 15% discount, would you be ready to pay and take it away today?”
- The Summary Close
With this technique you are deploying simple psychological tactics whereby you force positive responses from your prospect which will lead to a final positive result, i.e. a sale. In order to get this series of nods or ‘yes’ responses, you must ask questions which have already been answered in a summarising fashion.
Example: “So, just to makes sure we are on the right page: you want to improve the productivity of your staff without wasting time training them yourself; the bronze package is probably not for you because your team is advanced; the gold package is a little ahead of your budget; the silver is good and we are giving you the first month free offer – is that correct?
Great, how would you like to pay – credit card?”