The psychology of marketing to closing techniques
Any sale is made through a process through which we are passing through different phases, building 2 things: the necessary confidence by the prospective customer in us, and the adequacy of the solution we offer to identified needs. At the end of the process it is to help the client to give the saltito missing to decide. Most customers need this help, it is the little push he spoke of ING Direct in one of your ads.
To help us reach this moment we have effective techniques like SPIN method and AIDA. It is important to recognize that technology has changed the way we sell, and increasingly, and increasingly environments, the sales process is fully automated; You do not need to interact with anyone. Also in these cases they apply to both sales methods, and in particular closure techniques. The analysis of our sales process, and the application of these methods will allow us to improve our sales mechanisms, whether conducted with the involvement of people at different stages, as if we already have a fully automated process.
Thus, closing techniques are things we can do to finalize the sale to close. Before attempting to give customers the little push we should have got there; try to close when the client still does not want to buy is a mistake that can make us lose some of the distance traveled. We’ll have to develop our sixth sense for closure, when we intuit and see clearly that the customer is determined. Commercial lose sales by not properly manage this time, either by precipitation or wrongly delaying the moment for fear of receiving a no. These techniques will help us to do better.
In the final step we will ask the buyer to sign a contract or somehow formalizes the commitment by which we will pay and we are going to provide a service. We must try to avoid asking the client to sign and that tell us not to. Therefore closing techniques are, in addition to approaches to closing, a help that will give us the information that the customer does want to make the purchase.
Getting to the point of closure means that we have done all our previous work well, from prospecting. That is, we have been we who have chosen the customer, for a number of reasons, we have decided that we will buy and our job is to convince him that this decision is correct. But of course, it should really be correct, but we are doing our job wrong. The sale begins with the strategic marketing, with the selection of our customer, and this selection process all subsequent feeds. If I’m not clear for whom I developed my product and what I intend to cover the needs, problems I meet, the rest I will greatly complicate. Do not forget that when a customer buys their eyes we are the best option you have.
The most effective
As we saw earlier, which is the commercial customer chooses, is the one that rules the roost throughout the process, and therefore exercise should know the attitude of “control”. We know that attitude is everything in sales. The exercise of this attitude only be effective if it suits the character of each buyer. We have identified our first closure technique, the most powerful and you should never miss: ” I take it for granted .” This technique is logical when all the work of selling is well done, it is illogical not close.
But entering more specific tools, to me the one I like is to use closing questions. These questions put the customer in a position to use the service, and if the customer responds positively give us clear indications that want to buy. In this chapter we can include offering alternatives to the customer avoiding putting the dilemma of hiring or not. Here are some examples:
- Who will use the program?
- From what computer you’re accessing?
- What you can solve problems with my product?
- To name who we will perform the contract?
- So, how payment we’ve seen prefer?
- Interested over alternative A, B or C?
- If we sign the contract now, the service began earlier this month, is appropriate to this term?
- Do I need the full corporate name for the contract, is an SL or SA?
Closing questions let us know if the client is ready for signing, without a misstep. We do not want to ask the client to sign us and we say no. We can go stringing closing questions that reflect a greater commitment ever.
But yes there are situations where it is best to be straightforward and simply say, “This is the contract we will sign, which is the corporate name of your company?” There are customers who adopt a hieratic attitude, it is difficult to know what state they are, and which by their nature are not going to see well you’re around the issue.
Sometimes we find indecisive or difficulties in integrating the benefits you are offering them and reach the people buying decision. In these cases we can use the so – called closure step, which we carried our customer hand in hand with questions that we hope to answer with a yes. These questions leave us alone a sales meeting well executed. “So we have seen that have this problem, that you are causing this loss, right?” “If.” ” You told me that our solution can be implemented without difficulty because you already have the infrastructure available.” “If.” “And you told me that the best time to tackle this project in February.” “If.” “Perfect will then complete the contract.”
For sale is critical to keep the client in a positive attitude. If we go by paths of not even tangential or independent of our product issues, we will have to sail against the current.
For analytical we can run a more or less exhaustive list of the positive aspects of our service, as opposed to inconvenience us has been raising the customer and already have been treated. The balance will fall on our side.
A very elegant closure is when we identify our client has a major objection that we can solve. If we work first to analyze well the objection, magnify its relevance, and ultimately solve it, the sale will fall under its own weight.
Most often, a client not of itself step to formalize the contract, even if we do not want to buy call you to tell us; we must help the right to take the decision and his signature moment in our contract. The closure is like shooting at goal, if we are plugged in, the ball is yes or yes.
What other closure methods do you use? Which one is your favorite?