{"id":22117,"date":"2020-01-14T15:07:03","date_gmt":"2020-01-14T19:07:03","guid":{"rendered":"https:\/\/challenge-action.com\/how-to-close-a-sale\/"},"modified":"2025-03-17T16:33:50","modified_gmt":"2025-03-17T20:33:50","slug":"how-to-close-a-sale","status":"publish","type":"post","link":"https:\/\/challenge-action.com\/en\/how-to-close-a-sale\/","title":{"rendered":"How to close the sale"},"content":{"rendered":"\n

The conclusion or closing of the sale is key, because without the success of this stage there is no sale, and therefore nothing for the seller.<\/p>\n\n

A good salesperson who doesn’t know how to close is a salesperson who has prepared the ground well for a competitor’s sale to his or her customer, in short, his or her work will have served someone else.<\/p>\n\n

So here’s a catalog of good and not-so-good techniques for closing a sale, with their advantages and disadvantages. You’ll also find adaptations by sales typein<\/a> our <\/a>sales course<\/a> catalog .<\/p>\n\n

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Closing or closing the sale: summarizing the advantages<\/h2>\n\n

This is a prerequisite for closing the sale<\/a>. Example: “So this product provides you with an easier, safer solution – in fact, it’s the best solution for your needs, isn’t it? The aim is to get as many preliminary “yes” votes as possible, so as to facilitate a final “yes” vote.<\/p>\n\n

It should generally be followed by a more\neffective technique.<\/p>\n\n

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Ask the customer about the benefits of your solution<\/h2>\n\n

This technique is similar to the previous one, but more\neffective: you ask the customer himself to summarize the advantages of your\nsolution and why he should buy it. A customer is\nalways more likely to believe what he says than what he is told. <\/p>\n\n

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Direct question<\/h2>\n\n

The direct question is to ask the customer if they want to\nproceed with the purchase: do you want to proceed? You can also use the\nsame technique with an open-ended question: “What are we doing\nnow? “. <\/p>\n\n

But the customer may reply that he doesn’t know, that he’ll\nthink about it. <\/p>\n\n

It’s better to ask the question than not to conclude,\nbut your customer can answer yes or no. This is a beginner’s technique.<\/p>\n\n

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Alternative main points<\/h2>\n\n

The alternative technique is more interesting than the previous\n, since the proposed answer is not between yes and no, but\nbetween two types of purchase. The\nalternative on major points is between products or solutions, between two\ncars for example. <\/p>\n\n

It’s an interesting technique, but it’s likely to lead\ncustomers to say that they need to think things over before choosing the best\nsolution. This is not ideal for a salesperson, and in fact is a technique that\nis not recommended.<\/p>\n\n

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Alternative minor points<\/h2>\n\n

It’s the same technique, but on minor points like\nthe color of the car for example: “Do you prefer it in white or\nin black?”<\/p>\n\n

The alternative technique on minor points is vastly\npreferable to the previous one, as the customer has a simpler choice to make and\ncan do so impulsively. You don’t want to make him ask\ntoo many questions; he should choose according to his tastes.<\/p>\n\n

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Stimulant<\/h2>\n\n

Customers are often reluctant to take action, telling themselves\nthat they may be making a mistake, so the stimulus is to show them that\nthey have more to lose than to gain by waiting to make a choice. The aim is\nto avoid the classic “I’ll think about it” response. <\/p>\n\n

You can put it into practice as follows:<\/p>\n\n