Another technique is the bonus/concession closure, which is a discount-based sales technique. While gimmicky, it can work if handled correctly. At Zorays Solar, we also use the impending event close when we need a commitment now and are willing to risk it a bit.
It’s important to note that maintaining a healthy funnel means having a good mix of prospects at different levels in the buying process. Some may need further qualification, while others may be waiting for a response on a proposal or quote. An unhealthy funnel, on the other hand, may only have one large deal waiting to close but no back-fill of deals that are in progress.
Preparing for the winning close is also crucial. A Greatest Sales Closing Techniques – Close like Lori Greiner! must dedicate several hours each week to building and growing their funnel. One assumptive close technique to increase sales is to jot down the items a customer is considering on an order form as you discuss their needs. When the timing is right, put an X on the signature line, hand it to the customer, and say, “Here.”
At Zorays Solar, we also use the puppy dog close, which is a “try it before you buy it” reasonable way of closure, and the porcupine close, which involves answering a potential client’s question with another question that would need to be answered if they owned the product. Lastly, repetition is key, and the summary close lets you summarise the benefits that the person will receive, reinforcing why they need your solution.
