The best promo pros know there’s no single magic line to close a deal. They pay attention to the prospect and adjust their approach as the conversation progresses. The phrases they use depend on the prospect’s needs and where the discussion is heading. When done right, a closing phrase can ease hesitation and guide the prospect to the next step.
Sales closing phrases should also convey a sense of urgency, according to a post on the Intuit Mailchimp blog. This sense of urgency keeps them from falling out of the funnel and forces them to commit or continue the conversation. In this issue of PromoPro Daily, we highlight the post that covers some common closing phrases along with tips for using them.
Assumptive close. According to the Intuit Mailchimp post, this is one of the best strategies to drive sales because it assumes the prospect is ready to make a purchase. It’s like a Girl Scout selling cookies and asking, “How many boxes can I put you down for?” However, when using the assumptive close, always read the room. You don’t want to come across as aggressive.
Urgency close. Use this close when you want to highlight a special offer. It’s essentially a way to appeal to the prospect’s fear of missing out.
Benefit close. The benefit close allows you to address a prospect’s objections before they decide whether to buy promo from you. The post says it focuses on the value of using the product, not its features.
Question close. This is a good one to use alongside other phrases. For example, the Intuit Mailchimp post says you can use an assumptive closing question to ask prospects if they’re ready to buy today. This strategy also helps you gauge your prospect’s interest and can help you address any objections they might have.
Alternative close. Here’s where you give your prospect some options. It’s a soft selling technique, the post says, because it doesn’t necessarily assume a prospect is ready to make a purchasing decision. Instead, it can help sales reps better understand their prospects and their needs before and after the sales pitch.
Your closing phrase can make or break your sale. Whether you go with a question-based close, benefit-driven close or some other option, tailor it to each prospect and situation. When you make sure you listen first and address the prospect’s needs, you’ll see your close rate climb naturally.
Compiled by Audrey Sellers
Source: A post from the Intuit Mailchimp blog.
