How to close your sales faster?

Closing a sale is good, but closing a sale in record time is even better! If your prospect is ready to engage with you, don't waste a minute! To delay the conclusion is to risk seeing him change his mind. Discover in this article 5 techniques and 10 questions to close a sale as quickly as possible.

5 ways to close the sale faster

In order to close a sale, 5 methods are essential to follow:

• The urgency method: giving a feeling of urgency to generate sales. For example, we can offer an exceptional 10% discount valid today only. It’s a strategy that can act as a trigger for prospects who want to purchase your product, but aren’t yet ready to take action.

• The Surprise Method: If you've ever negotiated with potential customers, they may have asked you, "If I order 100 copies from you, will you offer me a discount?" Your prospect has the advantage and has nothing to lose by asking you, but he doesn't necessarily expect to receive a positive response. This is where the surprise factor comes in: you offer them a discount. The prospect is then surprised by this proposition, you clearly encourage him to close the sale today.

• The summary method: it consists of refreshing the prospect's memory by reminding him of the content of the offer, as well as its benefits.

• The lose-lose method: it consists of asking the prospect to make a concession if he himself asks you to make one. For example, if the prospect wants a less expensive offer, you will by default offer them an offer with fewer features or services. This is inevitable if you lower the price initially offered. The price reduction will seem much less attractive to him if the offer is incomplete and he may resign himself to accepting the original proposal.

• The question method: it is essential to understand your prospect in order to be able to make a tailor-made proposal. To achieve this, ask questions, because these will allow you to analyze the needs of your potential client and anticipate their objections to better resolve them.

10 questions that can help you close a sale faster

To conclude faster, you need to ask the right questions. To help you, here is a list of questions in addition to the methods detailed previously:

• “Would you prefer that I make you a wagon of 30 or a truck of 15? I have a good promotion on quantities.” If the customer is having trouble deciding, then you can ask them a question that will make it easier for them to make a decision. However, if he still can't make a decision, then don't waste any more time and move on to the next prospect.

• “How much do you have a budget for this? €1,000, €10,000, €100,000, 1 million euros…? » The method works especially if you have a smile. Generally, you are stopped as soon as the number gets too big. This method, known as “design-to-cost”, is practical for knowing the client’s potential budget, because it places them directly in the position of buyer. It is certainly a little abrupt, but effective, and requires a lot of poise.

• “This offer expires at the end of the month (tomorrow), I would be delighted to be able to share it with you” This twist puts the customer in an emergency situation. After this date, he loses money. It’s a good way to close a sale more quickly, while saving money.

• “If we could find a way to resolve [the objection], would you sign the contract on [proposed date]? » The sale is stuck a little, and you feel the objection like a grain of sand in the well-oiled mechanism of your “closing”. So, put your foot down and put the customer in the decision-making position, now. Afterwards, it will be up to you to resolve the objection in question.

• “Can I help you with this decision by trying to convince someone else?” » This request is quite delicate, it should be used with caution. Taken positively, the client may see your proposal as a way of giving him a helping hand in making his decision (in which case, he will be grateful to you). On the contrary, if he perceives this request as a way to force him to decide more quickly, it could do you a disservice. It's up to you to be tactful, but in any case, it has the merit of provoking a reaction.

• “If I offer you this option worth €XXX, do you agree to sign the contract today? » This is similar to offering a discount, but differently. However, you must pay attention to your margin. The proposed offer must also have real value in the eyes of the customer (hence the idea of ​​promoting it).

• “If you sign the contract today, I can guarantee that we can fulfill [the buyer’s special request]. What do you think? » This can be interesting to encourage a faster decision on the customer side (for example: delivery on a specific date, personalized support, etc., always checking that the margin is well maintained)

• “If we implement the project by date Y, I estimate that you will be able to achieve your goal in March. This means that we should conclude before date X.” This allows the customer to understand that between the moment when he makes his decision and when this solution will bring him a benefit, there is an incompressible time for implementation. All the more reason to make a decision now.

• “Could we consider starting to implement the solution from the 1st of the following month? This would allow me to organize the work of our teams.” It is important to understand that to implement the solution, you must organize yourself internally and plan the work. It is therefore essential that the client makes a rapid decision to ensure the smooth running of the project.

• “Could you provide me with the administrative details so that I can prepare the quote for you? » This last tip is undoubtedly not the finest, but it allows you to conclude a sale unequivocally. Use only when you are confident that the customer has made their decision, but has not formally concluded the sale.

hipto, the Conversociads© lead generation solution that helps you close sales faster

Thanks to our unique lead generation solution, we support +100 clients from various sectors – Insurance, Telecommunications, Energy, Works, Education – in their collection of new business opportunities.

hipto offers a unique lead generation solution on the market combining the power of social media audiences with innovative conversational technologieswith the aim of collecting as much relevant data as possible throughout the sales journey to help sales forces and call centers convert leads more easily and quickly.

In short, it is essential to master all stages of the sales process to give yourself every chance of signing one or more contracts. Have the reflex to carefully analyze the needs and expectations of your prospects, in order to adapt your commercial approach as best as possible. Find a “win-win” agreement between you and your future customer when closing the sale. The offer must suit both parties, and your future customer must feel completely confident. By using the questions set out in this article, you have a good basis for achieving your sales objectives. Get started!

At hipto, we are constantly refining our Conversociads© lead generation solution to guarantee you better commercial performance. A need?Contact us:

• contact@hipto.com

• +33 1 76 39 06 68

Sources:

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