No sales professional intends to get stuck on a sale for longer than required. They would like to move on to the next lead after closing a sale as soon as possible. That is the way to increase the total volume of sales. Closing techniques ensure that a sales conversation ends with a deal. Depending on the situation, sales professionals implement one or more of several commonly used closing techniques.

Closing of the trial

Before finally sealing the deal, salespeople often use trial closing techniques to test the prospect’s buying readiness during the sales demo. Using a test close helps test the prospect’s interest in purchasing the product or service.

A test close is an attempt to determine how close the prospect is to making an actual purchase decision. The test close is a low-risk method of gauging prospect interest and sentiment. It is an opinion search tool and not a decision search tool. Sales professionals use this technique to gauge the mood of the prospect and modify their presentations accordingly.

Without a trial close, a seller may have trouble closing the deal. A negative response to a closing cannot easily be turned into a positive one. A prospect can stick with his decision and stand by it. A negative answer to a test closing question, on the other hand, is just a signal for the seller to change strategy. Sometimes a test close will result in an actual close, and even if it doesn’t, it will let the seller know when or what needs to be done to close the deal.

The best solution is to try the test close once or several times before the actual close. A positive test close will indicate when the prospect is ready to buy and will automatically lead to a close.

closing techniques

When the mood for a potential deal has been set with a great presentation and one or two good test closes, the order should be closed quickly without wasting any more time and risk getting bogged down in the conversation. Without closing techniques, a salesperson would be going back and forth between two zones: almost closed deals to doubt the prospect. There are several closing techniques that sales professionals apply. The most preferred method is the handshake closure. Usually, all successful deals and discussions end with a handshake that marks the end of the process.

There are also other methods of closing techniques such as: plug-in closing, calendar closing, balance closing, economic closing, best moment closing, conditional closing, etc. All of these closing techniques aim to close the deal. Concession closing is a technique in which the seller offers discounts with statements such as “if you buy today you will get a 10% discount.” These techniques prompt the prospect to shake off any hesitation and move on with the actual order for the product. Closing techniques effectively seal deals and allow salespeople to move on to the next prospect.