The Surprise Method: If you’ve ever negotiated with prospects, they may have asked you, “If I order 100 copies, will you offer me a discount?” Your prospect has the advantage and has nothing to lose by asking, but they don’t necessarily expect to receive a positive response. This is where the surprise method comes in: you offer them a discount. The prospect is then surprised by this offer, you are clearly encouraging them to close the sale today.
The summary method: it consists of refreshing the prospect's memory by argentina telemarketing data reminding them of the content of the offer, as well as its benefits.
The lose-lose method: this consists of asking the prospect to make a concession if he asks you to make one himself. For example, if the prospect wants a less expensive offer, you will by default offer him an offer with fewer features or services. This is inevitable if you lower the initially proposed price. The price reduction will seem much less interesting to him if the offer is incomplete and he could resign himself to accepting the original proposal.
The question method: it is essential to understand your prospect in order to be able to make them a tailor-made proposal. To achieve this, ask them questions, because these will allow you to analyze the needs of your potential client and anticipate their objections in order to better overcome them.
10 Questions That Can Help You Close a Sale Faster
To conclude faster, you need to ask the right questions. To help you, here is a list of questions in addition to the methods detailed above:
“Would you rather I make you a 30-pack or a 15-pack truck? I have a great deal on quantities.” If the customer is having trouble deciding, you can then ask them a question that will help them make a decision more easily. However, if they still can’t make a decision, then don’t waste any more time and move on to the next prospect.
"How much do you have for this? €1,000, €10,000, €100,000, €1 million…?" The method works best if you have a smile on your face. You're usually stopped as soon as the figure gets too big. This method, called "design-to-cost", is useful for finding out the client's potential budget, because it puts them directly in the position of a buyer. It is certainly a bit abrupt, but effective, and requires a lot of aplomb.
"This offer expires at the end of the month (tomorrow), I would be happy to share it with you" This phrasing puts the customer in an emergency situation. After this date, he loses money. It's a good way to close a sale more quickly, while protecting his budget.
“If we could find a way to resolve [objection], would you sign the contract by [proposed date]?” The sale is a bit stuck, and you feel the objection like a grain of sand in the well-oiled mechanism of your closing. So, put your foot down and put the client in the decision-making position, starting now. Then it’s up to you to resolve the objection in question.
"Can I help you make this decision by trying to convince someone else?" This is a delicate request, and should be used with caution. Taken positively, the client may see your proposal as a way to help him make his decision (in which case he will be grateful). On the contrary, if he perceives this request as a way to force him to make a decision more quickly, it could work against you. It is up to you to be tactful, but in any case, it has the merit of provoking a reaction.
