Five Ways to "Always Be Closing"
Closing the deal is the goal of every seller but it’s a common misconception that there is only one way to close. Chally’s research shows that the most effective closing approach varies according to what is being sold to whom.
Chally measures natural aptitude for the five closing competencies – enabling clients to choose both the approach and the seller that is best suited for each situation.
The graphic below summarizes the five closing competencies along with when and why each works best. Then complete the form to download your own copy of this valuable infographic.
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| 1. Closes Through Incremental Steps | 2. Closes by Building Relationships | |||
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How: The seller breaks the sales cycle into increments and gains commitment to each component leading up to closing the sale. The seller progresses toward the goal, building a logical, tangible business case for the purchase. Best for: Solution sales to multiple buyers who are unfamiliar with the offering Why it works: When selling a solution with multiple parts to multiple people within a customer’s organization, sellers must educate their clients and work side-by-side with them.
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How: The seller patiently builds a personal relationship that results in favorable business outcomes. The seller listens to customer’s needs and goals and can explain what benefits the customer. Best for: Solution and product sales to existing buyers who are familiar with the offering Why it works: When working with experienced customers who have high support needs, sellers must distinguish themselves by how they serve the customer, the depth of their product knowledge, and how well they build long-term, personal connections. |
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| 3. Times the Purchase Request Based on Buyer’s Cues | 4. Closes Through Emotional Appeal | |||
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How: The seller uses a consistent set of techniques to gain customer commitment. The seller is not afraid to ask for an early decision and is able to balance pushing fast with making sure customers don’t feel pressured. Best for: Product sales to B2B decision-makers who are unfamiliar with the offering Why it works: When buyers are trend-setters and influential early adopters, sellers must create a sense of excitement and urgency in order to get a quick close.
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How: The seller builds a prospect’s enthusiasm to the point they are fearful of missing the unique benefits if they fail to act. The seller is able to identify customer’s hot buttons and encourage them to act fast to take advantage of a limited opportunity. Best for: Product sales to consumers & direct users who are familiar with the offering Why it works: When selling to commodity buyers focused on price and convenience, sellers must be able to differentiate their offering from many competitors without introducing a lot of complexity. |
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How: The seller uses strong personal identification with the product or service to influence others and sell the product line. |
Best for: Selling through a network of distributors, agents, value added resellers, or manufacturer representatives Why it works: Channel managers and other indirect salespeople have little to no contact with the end user and no authority over the sales forces they manage. As a result, their success at closing requires training and motivating distribution partners. |
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