1. The Take Away
If you have kids, you’ve likely noticed if you take a toy away from them — they’ll want it more than ever. Use this similar psychological practice on your prospects.
If they’re balking on price, remove a feature or service and present the discounted offer to them. It’s likely, they’ll be thinking about the part you removed rather than the discounted price.
2. The Soft Close
The soft close is a way to show your prospect the benefit of your product and then ask a low-impact question to ascertain whether they’d be open to learning more.
“If I could reduce widget maintenance by 25% and increase widget productivity by 15%, would you be interested in learning more?”
You’ve clearly stated the benefits without making any demands or sudden requests.
If the example above still seems too direct, you could ask, “If I told you I could reduce widget maintenance by 25% and increase widget productivity by 15%, would that align with your company goals?“
This removes their need to commit to you in the slightest, and gives you more time to learn about their business needs.
Being skilled at closing is arguably one of the most important techniques a salesperson can master. Find a mentor or fellow salesperson who excels at it and learn from them.
3. The Question Close
To achieve these two foundational goals, it’s imperative that reps ask prospects probing questions. Effective salespeople focus on closing a sale as soon as a conversation with a prospect begins. Through a series of questions, they develop desire in the client and eliminate every objection to purchase.
One can even close the sale in the form of a question, which allows the rep to address outstanding objections while gaining a commitment at the same time.
For example: “In your opinion, does what I am offering solve your problem?”
The question allows you to discover whether the prospect is sold on your product while keeping the door open for further selling. If the answer is ‘no’ it remains their opinion (not yet the truth), thereby allowing you to continue to sell. If the answer is ‘yes,’ then signing on the dotted line is the next step.
Here’s another question close: “Is there any reason why we can’t proceed with the shipment?”
This question asks either for closure or more information as to why the customer isn’t quite convinced. It’s win-win.