5 Closing Techniques To Apply To Your Pitch

Making a living as a sales professional can be very tough. If you are an experienced, disciplined professional, however, making a living in sales can be an extremely rewarding career. The trick is having the patience and determination to perfect your craft and be able to keep going, even after being rejected. Being a professional salesperson means knowing your products and services front to back, being knowledgeable about the industry and your company, and constantly learning and looking for ways to improve your pitch. You can read and watch as many books, guides and instructional videos on sales as you want, but the bottom line is you need to find a way to sell that works best for you. To help you discover what kind of approach works best for you, here are five closign techniques that you can apply to your pitch to improve your sales success.

1. The Assumptive Technique

The Assumptive Technique involves going into a sales pitch with the assumption that the client or prospect will buy what you're selling. Although many have argued that such a practice only sets you up for disappointment and causes you to be less thorough with the sales cycle, applying this technique correctly can yield great results. A lot of factors go into this technique. You must enter the pitch with a postivie frame of mind that will allow you to think clearly and convey confidence in your self and your product. Your customer needs to feel like their needs are understood, and that you are professional guiding them, not pressuring them, towards making a decision. Remember, people don't like to be told to buy something; they like making the decision on their own. With that in mind, design your pitch to guide them towards a decision instead of insisting, pressuring, or overly explaining why they need to buy the product or service. 

2. The Backwards Close 

The backwards closing technique involves complete reversal of the sales cycle. Generally speaking, a sales pitch begins with prospecting the client and ends by you asking them for referrals. With the backwards close, however, the sales professional ask for referrals before even going into the pitch. This does a number of things. First, it throws off the customer, who is likely already in defense mode, and two, it forces them to learn more about your product or service. The reason is because if you are to approach someone your customer know and drop their name as the person who referred you, the new prospect will assume the referree truly believes in your product. Therefore your current prospect will be interested to learn more, and if they end up giving you a referral, chances are great they are also buying from you. 

3. The Puppy Dog Close

The puppy dog close is essentially another term for a "test drive." This involves allowing the prospect to test out your product or service before deciding to make a purchase. This technique tends to work so well because it allows the prospect time to get attached to the product, in the same way that a dog lover would take a puppy home for a few days and then cave when it came time to take him or her back to the pound. You do, however, need to be thorough before applying this technique; make sure the customer can actually pay for the product and is not planning on taking the sample and never paying. You also need to ensure the product is something the customer wants or needs, and hope that the product doesn't completely fail while they are testing it. 

4. The Relationship Close

Building a relationship with your prospect is another way of closing a sale. This technique involves building rapport with your prospet in order to instill trust in you, the salesperson. One of the golden rules of sales says that if the customer likes you, they will look for their own reason to buy from you, and if they don't like you, they'll find an excuse not to buy from you. With that in mind, if you can build a strong relationship with your customer by being yourself and by being professional simultaneously, you will not only get the sale, you will also get referrals and gain a long-term customer. 

5. The Hard Close 

When all else fails and you have no other option, you may have to resort to the hard close technique of sales. This involves face-to-face, drop all the bulls***, and get the sale done now. The unfortunate thing about the hard close is that it requires a great amount of confidence, and does not go far in helping you build a lasting relationship with your customer. In fact, if you are resorting to the hard close technique, you are either about to gain or lose a customer for good. That's because the hard close involves pushing the customer to the point where they have said, "No," up to five times and have reached the point of potentially causing you harm out of anger or rage. There is also the possibility of harming your reputation, as the customer can paint a very negative picture of your with their own local networks. Again, this close is to be used as a last resort only.