B2B Sales Closing Techniques That Work

Closing is the final step in your sales process - and the most crucial one to actually make the deal. We summarized some helpful closing techniques so you can definitely win your next sale and increase your sales growth!

Transcript

1. Liinea.com HOW TO SELL FAST B2B closing techniques that work www.liinea.com/worshops
2. Liinea.com Closing is the last step of a sales process Because B2B sales are more rational and involve multiple decision makers, a B2B sale can be closed only when: THE VALUE IS PROVEN TO ALL THE DECISION MAKERS ANY OBJECTIONS ARE REVEALED AND RESOLVED
3. Liinea.com Closure technique 1: ask when they will be ready “Are you ready to sign the contract?” Tip: set up a deadline to return the signed contract “How fast could you make the decision?”
4. Liinea.com Closure technique 2: The “paperwork” close “Let me just fill in the paperwork to get the whole process going” “Let me walk you through the steps to get you signed up online”
5. Liinea.com Closure technique 3: “It takes time” close “Would you like to get a draft of the contract to forward it for review to your legal department? It will allow you to start using the services immediately after your final approval.”
6. Liinea.com Liinea.com Closure technique 4: ask to sign the contract “Should I send you a draft of the contract for review ?” Tip: set up a deadline for the decision “Should I send you a recap of our T&C ?” “Should I send you the contract?”
7. Liinea.com Closure technique 4: Conditional close: IF “If I provide you all the requested information, will you be ready to sign the contract this week?” “If the decision was just up to you, will you be willing to sign the deal?“ “If it was the right price, will you be sign up now?” Liinea.com
8. Liinea.com Liinea.com “We can offer to you this deal only until the end of this week. Does this give you enough time to sign the contract?” Closure technique 5: Limited offer
9. Liinea.com Liinea.com “I managed to get a special approval to offer you the package at this price which is 25% below what everyone else is paying for similar service. But you will need to sign up today” Closure technique 6: Special approval
10. Liinea.com Liinea.com “Do you prefer to start this week or next week?” Closure technique 7: Choice with no choice “Should I send you the payment link or you prefer me to walk you through now?” Tip: set up a deadline for the availability of the link
11. Liinea.com Liinea.com “Usually we don’t offer a free trial, but if you are really interested, I can set up access for your for 2 weeks so that you can see the impact it will have on your business.” Closure technique 8: Try before you buy Tip: set up a deadline to make a decision after the trial
12. Liinea.com “Currently you spend £500 each month to manage your inventory. I am offering you to decrease this cost to zero. Are you interested in saving £6,000 by the end of this year?” Or “Would it be valuable to save […] over the next 12 months?” Closure technique 9: Value vs loss Liinea.com
13. Liinea.com Liinea.com “I am deep into a dialogue with a large player that is interested in taking our entire enterprise solution. So my agenda is full, but if you are ready for a contract, I will make sure that you receive it by the end of today. ” Closure technique 10: Another client
14. Liinea.com Liinea.com “I understand that you are not ready to commit to roll out the services across the entire firm. But I also understand that you see the value of what we do. Let’s start from a test group of 5 people and review it in 2 months time. What would you say?” Closure technique 11: Start small close
15. Liinea.com A few last words.. Remember, if your prospect is not ready to sign the contract, you go back to the first step of the sales process to identify his needs and establish value
16. Liinea.com Scale up smart Liinea.com Join our sales workshops liinea.com/workshops