Accueil » What Is Closing Sales ? Definition And 9 Tips For Closing
Signing a contract can be time consuming and tedious. Nevertheless, there are a few tips to improve this and increase your chances of a successful closing. Let’s not wait any longer, here we go with the 9 tips! 💖
Let’s start with the first tip and not the least, which is to understand the closing process from start to finish.
In order to make a successful sale, you must first have attracted your future customers to you. To do this, you will use referencing, advertising, social networks for example. You will also go to trade shows or participate in webinars. Basically, we will count all the actions that make your prospects come to you. 🧲
Probably the most important step of your sales training, it is to collect data on your prospects. This information is going to be crucial and will help you know as much as possible about your prospects. During the closing, you are going to use this information to argue, so you can insert all this information in your CRM. 📚
In this step, you’ll really identify the customer’s need. Practice active listening, rephrase his need. You must know your product by heart 💟 and know how to argue all possible objections (including price, time and complexity).
Last step, it’s about the conclusion of the sale and therefore, to get your sales contract signed, to close, to make closing or to realize a closing sales success, that is to say to know when is the right time to propose to the prospect to go to the purchase. 💰
When you interact with your customer, they may react in a certain way and emit physical signals for example. These signals can manifest themselves in different ways, it is up to you to analyze them. Nevertheless, we give you some examples! ⬇️
If you see that the customer is not very receptive, that he often crosses his arms, that he often nods his head when you talk to him or that he doesn’t talk much, unfortunately, it means that he is not excited about your product or service… Don’t panic, keep being positive and maybe offer him a compromise or an alternative to his problem, you never know! 😇
Conversely, if your prospect asks many questions about details of the offer, then your prospect is showing that he is really interested in your offer or product and wants to go further.
It may happen that the customer wants to negotiate or receive a gesture from you, this shows that he is interested in your offer! You are well on your way to your closing good sales ! 🥰
Selling is not a monologue, I’m not teaching you anything. It is an exchange, with questions! And, during your conversations, you can totally ask certain questions that may unlock some of your potential customers’ blocking points. 🔓 Know that open-ended questions allow you to “force” the prospect ‘s hand and get answers, so don’t hesitate to use them! Here’s a sample of questions you can ask! 👇🏼
To make a positive assessment, you must, on the one hand, list all the key arguments and customer benefits that the prospect will have confirmed himself during the sales meeting. Then, remind him/her how the tool responds to the issues he/she has mentioned. 👀 Basically, you help the prospect to realize that you have answered an objection and that the purchase is therefore the logical continuation of the interview. To illustrate my points, here are two examples, one in b2b and the other in b2c:
“Listen, if I understand your need correctly: you need a visual and easy-to-use prospecting software that you can use in a team and thanks to which you can create lead scoring and track your KPI’s ultra easily? Waalaxy does all that, and it also automatically enriches your database. “
“If I recap, you want a new modern kitchen within your budget, with a stainless steel plate, oak wood storage and installation includedin the sale price? And you want us to deliver it to your home, and you like this model? Well, I think we’ve found a solution to your request! “
If you have the possibility, propose an alternative to your prospect so that he has the choice between several possibilities. When we have a choice, we are tempted to give a positive answer, take advantage of it! Here is a small example 😇.
If your customer is taking a long time to decide and is hesitating on your offer, don’t hesitate to create the request by telling them that the offer has a deadline and that if they take a long time to decide, then the offer will expire. The famous phrase “do it before it’s too late” makes sense 🥰.
Your customer is hesitating to buy her products from you or your competitor, show that there is a -15% offer only valid for 5 days.
Is your customer still hesitating? To convince the customer, make them feel that time is running out. Give yourself a deadline. If it takes him too long to decide, the bonus will be irrelevant. As a result, your offer becomes more valuable because it becomes rare. 🦋 But still be careful with these sales management techniques, if your customer was not ready to buy or feels oppressed, he will run away during the pressure shot.
You’ll never see this argument in any other article online, yet for me it is paramount. Don’t sell to sell, sell because you have the solution to your prospect’s problem. If you don’t have it, or too little of it, offer them another product, even a competitor. This will save you a lot of unsatisfied customers who will give you bad publicity and will not be loyal at all in the long run. Remember that it is much easier and cheaper to keep a customer than to find another one, so work on customer loyalty and try to resell products to your existing customers or their relatives.
This may seem trivial to you but, don’t hesitate to leave your contact information or your business card with your future customer, because if ever the one if changes his mind along the way or wants to exchange more, he will have this way to communicate, so don’t hesitate 😇.
All the tasks we just discussed above take a lot of time to set up, not to mention the management and follow-up. That’s why, in the past few years, sales metrics tools have come out to make these tasks easier. 🥰 Obviously, there are tools to improve your closing, and here are our top 3! 😄
Prospecting, or, the beaba for finding customers. It will allow you to:
There are many prospecting tools, such as LinkedIn Sales Navigator, Aircalln, or HubSpot. If you want to check out our guide to the 12 best sales prospecting tools, it’s right here! ⬅️
Another way to succeed in your closing sales marketing is to increase your database because the more customers you have, the more positive closing rate you will have. That’s why we suggest you use our little tool: Waalaxy. 👽 It is a small chrome extension that will allow you on the professional social network LinkedIn but also InMails to:
🪧New: now you can write, send and receive messages on LinkedIn directly from Waalaxy with our new feature: Inbox Waalaxy. Want to know more about Waalaxy? Click the button below! 👇🏼
Remember when you had orals in middle school or high school and sometimes you would record yourself to see how you spoke and how long it took? Well, here it’s the same principle! There are call recording and conversational analysis tools available to help you self-train in conversations. For example, you can use the Modjo tool, which offers the following solutions:
Did you know that the closing business can be practiced in two sectors, namely btob and btoc, let’s take a closer look: 🔎
With this framework, no doubt, you will succeed in your closing sales!
Since the goal of this job is to close the sale, the closer takes a commission of between 30 and 50% on each sale. On average, a closer can earn between 3,000 and 5,000€ per month. 💰
In reality, we are all a bit of closers, we approach customers and want them to sign in the end, right? 😇 Nevertheless, closing sales comes in 3 categories, and we’ll take a closer look at that! 👀
The most known and not the least, the commercial closing. You know when you go to a dealer to buy a car and you address a person for information and he accompanies you from A to Z in your approach? That’s a closer. To achieve commercial closing sales, we advise you to attend a business school in order to have the basics, but also in inbound marketing and management.
If you are a freelancer, for example, you are already doing closing sales, because you want to have customers and get a contract with them! For digital closing, we advise you to go to a digital marketing and communication school.
This one is a little more delicate because you have to know how to sell a property that is not yours. The real estate market is tough and you have to be imaginative to succeed in projecting your future buyer in his future home. In this case, we advise you to go to a dedicated school to become a real estate agent.
Finally, what is the closing sales? It is a technique that allows to finish the sales. It is usually done by phone and marks the transformation of the prospect into a client. There are several ways to end a closing: the urgency argument, the offer of a bonus, the reformulation of the need and the response to it. This is the final step in the sales promise process. To get there, you absolutely must follow the 4 fundamental steps of selling, which are:
Now, with the 9 tips we just shared with you, you should become a closing professional! 😏
Don’t go away so fast, we still have a few questions left in resource, let’s go 😉
As you might have guessed, the word closing means closure in French. That’s why, since the beginning of the article, we’ve been talking to you about concluding, closing or closing a sale. 🚪
A closeuse is the feminine version of the word “closer” simply, “a person whose job is to close a negotiation by signing a contract”. It’s not a job meant for men, and more and more women are getting into commercial jobs. 🦋
Many companies need a closer to manage the sales force pitch, whether in B2b or B2c, this is an experienced sales person who will know how to handle the art of words to reassure the future buyer. Generally, companies that hire closers sell expensive offers or services and the competition is quite tough, for example:
In a commercial era where the buying process is becoming more and more personalized and where competition is increasingly high (many new companies are being created), convincing customers is becoming an art.
The job of a closer can really make the difference in a company, it allows to establish a relationship of trust with its customers thanks to the values transmitted by the closer. To be part of these closers capable of succeeding in sales by putting forward the human aspect, it is advisable to follow a commercial training or directly a closing course.
There you go, no need to ask yourself the question”what is closing sales?”, you can succeed in your closing with confidence. See you soon! 🥰
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Get the 7 most effective message templates for generating leads on LinkedIn. 👽