9 secrets for closing sales with highly informed customers (2024)

FAQs

9 secrets for closing sales with highly informed customers? ›

The 1-10 closing technique is a straightforward process of asking your prospect how you're doing so far – on a scale from 1 to 10. Next, use that answer as a guide for the rest of the closing process.

The 1-10 closing technique is a straightforward process of asking your prospect how you're doing so far – on a scale from 1 to 10. Next, use that answer as a guide for the rest of the closing process.

1-2-3 Close. 1-2-3 sales closing technique idea is to distill your sales pitch down to a compelling trio of your product or service benefits. For example: “This software will save you time, cut costs, and reduce errors.” The three points work together to drive home the value of your product.

The Ben Franklin Close is a closing technique where you create a list of the pros and cons of the product with your prospect. The idea is to understand the prospect's objections, priorities, and other factors influencing their purchase decision.

The 3-3-3 rule is a guideline that suggests breaking down your marketing message into three parts, each lasting 𝐭𝐡𝐫𝐞𝐞 𝐬𝐞𝐜𝐨𝐧𝐝𝐬, 𝐭𝐡𝐫𝐞𝐞 𝐦𝐢𝐧𝐮𝐭𝐞𝐬, 𝐚𝐧𝐝 𝟑𝟎 𝐦𝐢𝐧𝐮𝐭𝐞𝐬, respectively. This rule acknowledges the short attention spans of today's consumers and aims to deliver concise, impactful content across various timeframes.

How to create urgency in sales? ›

Soft close

A soft close is the least demanding of the closing techniques. A salesperson using this method asks questions that give information about a product, but they do not directly ask someone to buy what they are selling. Instead, they use their questions to help the customer feel open to making a purchase.

One of the more powerful closing tactics is the sales takeaway. This tactic is where the salesperson switches from trying to get the prospect to buy the product to trying to take away the option for the prospect to buy the product.

The "1 to 10" Close

When you want to try and close the sale, ask them how close they are to deciding on a scale from 1 to 10, with 1 being not interested and 10 being ready to buy. If they say 5 or less, you have some work to do. If they say 8 or above, you know you're close to closing.

When using the 1 - 1 0 closing technique, what should you do if your prospect gives you number lower than six? Back up to the explore phase of your inbound sales strategy and figure out what you missed. End the meet'ing as quickly as possible and stop pursuing that lead.

If you feel that the customer is ready to commit, you can test for agreement on your recommendation by using several different types of closing questions: the trial close, the alternative choice close, or the sharp-angle close.

An Example Of A Summary Close

“You need to get to <insert desired outcome>, because by doing so, it'll mean <insert meaning of achieving desired outcome>.” “We can help you achieve <insert desired outcome>, by <explain exactly how your product or service will get them their desired outcome”.