Sales & Marketing Daily Advisor Newsletter
 

Today’s Sales & Marketing Daily Advisor Tip:

4 Closing Techniques that Don’t Work

by Maddy Osman

Topic: Sales Team Skills

In yesterday’s Advisor, we talked about using different techniques to get over the fear of dialing after a tough call or getting into an extended funk. In today’s Advisor, we tackle another tricky subject: closing techniques that don’t work (and why).

Don’t Assume

In Sales 101, the Assumptive Close is a closing technique that refers to when you try to corner the prospect into giving you an answer about their interest in moving forward—without them having first giving you their explicit interest. Asking a question like, “So when should we get started?” before officially getting the OK to move forward puts you both in an awkward spot. Just don’t do it.


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Talking Too Much

Have you ever heard the sales rule that the person who speaks first loses? This usually becomes important when negotiating the specific terms of a deal but can also apply during regular conversation. Don’t be such a “yes man” that you interrupt what your prospect is saying before they have a chance to get it out. It’s annoying, and it may turn them off from wanting to buy from you.

There’s certainly something to be said about being careful with your words—regardless of where you are in the sales process.

Giving Too Many Options

Hubspot reminds salespeople that asking questions with words like “or” and “and” mean more options and a smaller chance of closing a prospect. You don’t want your prospect to be thinking of any other possibilities besides the one you want them to choose. Instead, ask a clear yes-or-no question—with confidence. “Are you ready to move forward?” is a great, straightforward question to ask when you’ve made your way through the entire sales process.

This same line of thinking also applies when trying to get a desired action from your prospect. Instead of making a statement regarding what you’d like to do (meet at a certain time, for example), ask if that time works for the prospect, so you can both commit to it!


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Not Asking for the Sale

One of the worst closing techniques is not having one! Many inexperienced salespeople go through the sales process and present a great solution, then leave the ball completely in their prospect’s court without proper follow up.

Someone might be interested but may be waiting for you to strike up a deal and give them the terms of working together. If you never ask if they’re interested in moving forward, the prospect may get confused and give up on trying to make it happen.

It’s such a simple step that may not seem important, but it can be the difference between making a sale—or not.

Don’t lose the sale over poor closing techniques! Conduct yourself with confidence—and a plan.

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