[MUSIC PLAYING]
Hi I'm Pete from HubSpot.
And today, I'm going to show you some of the basics to closing
a deal.
If you enjoy this video, don't forget
to like it and subscribe to our channel.
Post any questions or suggestions
you have in the comments below.
Let's get started.
You're ready to close a deal.
At this stage of the sales process,
you need to use the right sales closing techniques
to seal the deal.
Today, we'll cover a few proven closing techniques
to help you up your game.
One important thing to keep in mind with any closing technique
is that the idea of closing itself
needs to include any agreements you've
secured during the entire sales process.
Your goal throughout this process
is to understand the prospect's needs
and create a solution that meets their needs.
If you've achieved these two requirements,
there will be less of a barrier to closure.
These six closing techniques can help
you increase urgency and lead an engaged prospect to the finish
line faster.
Let's jump in.
Number one, the question close.
Effective salespeople focus on closing a sale as soon
as a conversation with a prospect begins.
Through a series of questions, they
pique the client's interest and eliminate every objection
to purchase.
Closing the sale with a question lets
the person identify and address any objections
the prospect might have.
For example, you could ask, in your opinion,
does this offering solve your problem?
Or is there any reason why we can't move forward
with this deal?
Both of these questions allow the prospect
to voice their questions or objections.
And it provides the salesperson with the opportunity
to provide more information.
Number two, the now or never close.
With the now or never close, the salesperson
makes an offer that often leads to an immediate purchase.
It's used after they have communicated
the value of their offering.
They might say, we're offering a 30% discount for customers
who sign up this week, or this is
the last one we have at this price,
or we've got a 20% discount just for customers
who sign up today.
Why is this technique successful?
It creates a sense of urgency.
And it offers additional benefits that
can encourage prospects to buy.
Number three, the summary close.
This close is used to reiterate the products
or services the customer will receive when they purchase.
For example, I see we've agreed upon the red carbon fiber
bicycle, the 15-year warranty, an extra pair of tires,
and our free delivery service.
When's the best time to deliver the bike?
You're showing the prospect the entire solution.
Plus, they'll be able to visualize
the post-sale environment where they're using the product
and realizing the benefits.
The summary close might be the last push
you need to close the deal.
Number four, the sharp angle close.
In some cases, a prospect might ask for a price reduction
or an add-on.
Usually, it's because they believe
they have the upper hand in the situation.
During these situations, ask your sales manager
if you can use a sharp angle close technique.
Let's say a prospect asks for an additional week of onboarding
at a discounted price.
The salesperson responds with, yes, but if I provide you
with additional onboarding, will you sign the contract today?
The sharp angle close will likely catch the prospect
off guard, one, because you've agreed
to their request, and two, because you
proposed closing today.
Number five, the assumptive close.
The assumptive close relies on the power of positive thinking.
The salesperson assumes from the beginning of the sales process
that they'll close the deal.
Be aware of the prospect's interest, engagement,
and objections throughout the process.
For example, you could ask after a call, meeting,
or demo, does this align with your expectations?
Or does this solution fit the needs of your company?
By assuming good intent and being aware
of your prospect and their needs,
you'll be able to guide them through the sales process.
Number six, the takeaway close.
If the prospect is hesitant about the price,
suggest removing a feature or service to lower the price.
It's likely their focus will be on what
you removed rather than the discounted solution you
offered.
As a result, they'll be more willing to go
with the original price because it includes all the features
they're looking for.
And there you have it.
You have the tools you need to master these closing
techniques.
Need some additional help?
Click on the link in the description to learn more.
Thanks for watching.
If you enjoyed this video, be sure to like it and subscribe.
Let me know how you're doing in the comments below.