Closing is the most important element in making a sale. The right wording creates a desire for your product, leading your prospect to trust you and build a relationship with your company.

The wrong wording can make the efforts of a several-hour-long presentation futile. Unfortunately, reps lose a lot of sales in the last few minutes of their demonstration You can prevent that by cutting out your “yes or no” hard closing strategies. 

Instead, you want to be more subtle and use a softer approach. Let’s talk modern closing strategies to leverage for your next business call. 

Close With a Question

Traditional closing methods get a bad reputation because they seem too generalized. Prospects often feel the rep doesn’t make the effort to address their specific needs. Rather, they rely on their basic cut-and-dry selling information.

Sales are all about assessing a client’s needs and then addressing how you can help. You have to squash all objections a prospect may have that could be a barrier to selling. 

One way to determine if you’ve overcome those objections is to simply ask. Formulate your close in the sense of a question. You can say, “Does what I’m offering solve your problem?”. 

If they say “yes”, you’re in the clear. If their answer is no, you’re not done closing just yet. Continue to answer their questions and eliminate any uncertainty. 

Practice Positive Speak

Sometimes us salespeople get lucky. On occurrence, we’ll go into a meeting or phone call knowing we’re about to close the deal. 

Wouldn’t it be great to feel that confident during each presentation? Well, you honestly can. If you’re doubtful of your ability, remember the old adage: “fake it ’till you make it”. Confidence builds through positive speak. 

If you have the ability to do so, you could schedule sales calls rather than meetings at first. It’s more comfortable to speak to a prospect before having to dive into a one-on-one meeting. Here are some phone systems for small business sales. 

Take Something Away 

Isn’t it funny how a kid never seems to want a toy until they can no longer have it? Well, apparently us adults aren’t so different from our little ones. 

If your prospect is having a hard time with the price, you can take away a certain feature or service. Then, offer a discounted price. 

They’ll be more concerned with what they’re losing than the price. You can show how losing that element would save money, but how it’s worth the small upgrade. 

How to Nail Your Business Calls

No one ever said sales were easy. Even veteran sales reps know it takes a lot of preparation and adaptation each year to stay competitive in their field. 

If you’re wanting to learn how to nail your business calls, you’re in the right place. Here at Lateet, we cover a variety of business, career, and education topics. Check out some of our latest articles right here!