Effective Communication in Sales > Sales Communication Structure

Direct Sales Closing Techniques

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  • There are five effective sales closing strategies to master.
    The 'Now or Never' moment has arrived. Because this close is based on urgency, it may include a benefit that appears to be targeted to the consumer in question.
  • The 'Summary' comes to an end.
  • The 'Assumptive' comes to a close.
  • Close with a 'Soft'.
  • The 'Question' comes to an end.
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When the seller and buyer agree on the terms of the sale and the buyer makes a definite commitment to the transaction, the sale is said to be closed. Closing the deal should be viewed as a natural conclusion to the sales process, rather than a transactional event.

In principle, knowing how to close a sale is rather straightforward: arrive prepared, deliver your pitch, address any concerns raised by your prospect, ask for the sale, and, if necessary, follow up until you receive a decisive response.

Closing is often described as the point at which a prospect or customer decides to make a purchase. To begin the close, a salesperson who has done well in the early parts of the sales process merely needs to give a simple shove to the prospect.

Closed Won Opportunities / (Opportunities Closed Won + Opportunities Closed Lost) is the method for computing a win rate. To put it another way, divide the total number of opportunities that have been closed (won or lost) in a given period by the number of closed won opportunities.

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