The closing of a sales presentation is like putting the pieces of a puzzle together. All the work a salesperson has put forth will be rewarded or rejected in a matter of minutes. By answering the qualifying questions, the prospect has already made up their mind to buy. So the salesperson only needs to act as a guide in making a selection, completing the paperwork, and the payment of deposit which is what is meant by “closing a sale.”
Top agents spend years refining their closing techniques. For example, during the 21 “Let’s Get Acquainted” questions, they get the prospect to make small commitments as they move toward the close.
Here are Four Sales Closing Techniques that will help put the pieces of your puzzle together:
Assumptive Close – This technique involves using language that assumes the sale is a done deal.
For example, asking: “When would you want to start enjoying your new home?”
Option Close – Similar to the Assumptive Close, rather than asking for a prospect’s business directly, you ask them which option they prefer.
For example, asking: “Do you want to start enjoying your new home immediately, or would 30 days be more convenient for you?”
Suggestion Close – Assuming your prospect views you as a trusted expert, a Suggestion Close is very powerful and takes a lot of pressure off of your prospect.
You could say, “Based on our discussions, this property seems to fit all of your needs. Do you agree?”
(Nod your head up and down.)
“I suggest we get this property “off the market” as soon as possible to protect you from someone else getting it!”
Urgency Close – Creating a sense of urgency places pressure on the prospect to make a decision. People don’t want to be pressured so the Urgency Close should be used occasionally.
Once the prospect says something like, “Well, how do we do that?” Proceed by slowly saying, “We can proceed with a simple reservation agreement and a small deposit, which officially takes the unit off the market for a three-day period and protects you from another buyer getting it.”
If they ask, “How small of a deposit?” Respond with: “Whatever is comfortable for you?”
Pause to allow your suggestion to sink in for a minute:
“This will protect your interest in this property once I get the paperwork approved by my manager. It’s non-binding, but will protect you from someone else stepping in and purchasing this property. Let’s start by completing this reservation agreement.
Lightly nod. You might not get a response, but proceed in an assumptive manner.
Too much analysis will kill the deal! A salesperson’s role is to use scarcity and urgency to trigger the prospect’s emotions with the fear of losing the property.
Remember, if you go into a close before the prospect is ready, you risk losing the prospect. If you are a beginner, ask your manager or a senior associate for help. By watching other’s close, you will eventually refine your closing style. Like with all skills, practice is the only way to acquire them.
