Closing the deal
In sales jargon making the sale is called the close. And there are a number of ways you can close a sale. You have to judge which is suitable for each particular situation and each client (on the subject of jargon, someone who has not bought from you before is not yet called a customer or a client but a “prospect”).
Here are some types of close
- Alternative close – You give the buyer two alternatives: “Shall I deliver on Wednesday or Thursday?”, “Would you like part of the order this week and part next or would it be more convenient to send it all at the same time?”, “Would you like one or two?”.
- Summary close – Briefly summarise the major benefits, get agreement and start to write out or type up the order.
- Comparison close – Compare a short list of disadvantages with a longer list of advantages and assume an order to be the logical outcome.
- Assume order close – Ask a question, such as: “What time is best for delivery?” “When do you want it by?” “When do you need me to start?”
- Last objection close – Get agreement that, if this one, final, objection can be overcome, an order will follow – then overcome it.
- Fear close – Show that some severe loss or inconvenience will result if the order is not placed. This can be used to close on a stall objection, such as “I won’t be able to do it at all if you leave it until next week”.
- Concession close – Offer to make a special concession in the case of this particular buyer.