“Thank you and your order would be
delivered within 2-3 days!!” one more sales completed. Sales closure
approaches in B2B defines how well you have engaged the prospect in the sales
cycle and how good are your negotiation skills. Depending on the situation,
different sales people can employ different techniques for faster, simpler and
smarter sales closures.
The Sales Situation:
Imagine you are sitting in front
of the senior purchasing director of a reputed company. And you have waited long for
this deal to crack and know this would be ‘The One’, the only hitch is that you
have quoted a price little higher than your competitors.
Based on the situation you can
employ any of these
Interesting Sales Closing Approaches:
1. Compassion
selling: “You have hesitation regarding the color, I understand but
many customers felt the same way until they bought it. This color is very
popular”.
2. The
crowded room: One of the reasons I wanted to wrap this up today for
you is that we only have five blue items left in inventory.
3. A
choice: "Mr. Jones, would you like the blue color or the red
color?"
4. The
impending doom: "Mr. Jones, one of the reasons I wanted to wrap
this up today for you is that the price increases tomorrow."
5. Logical: "If
I can prove to you, without a doubt, that blue will work, will you give it a
try?"
6. The
Challenge: "Mr. Jones, I don't think you will need the blue
color. Can I show you the red color?"
7. Value
Added: "Mr. Jones, we have developed customer financing so you
won't have to worry about that."
8. Kick
the Tires: "Mr. Jones, it looks like you are having some doubts.
I'll tell you what, buy it and take it home for a couple of days. If you aren't
satisfied for any reason, bring it back for a full refund."
There are hundreds of sales
techniques available but I have mentioned only a few understanding that a B2B Customer would have a different attitude, different expectation and altogether
different decision process to make, so employ any of these interesting deal
closing strategies and see the wonders happening!!