How to Close a Sales Pitch

In principle, knowing how to close a sales pitch is relatively straightforward; arrive prepared, deliver your presentation, address any concerns your prospect raises, ask for the sale, and, if necessary, follow up until you get a decisive response.

Nevertheless, selling is a little more challenging in practice- a fundamental truth. Avoiding sales closing mistakes is difficult, mainly if you are new to the game.

While the process of closing a sales pitch has an underlying formula, it is as much an art form as it is a scientific method.

It doesn’t matter how good your sales pitch or presentation is if you can’t close the transaction. All your efforts will be for nothing. Make it a habit to write great lines and practice your delivery. Consider potential concerns and how to address them. This strategy to close a sales presentation can help you wow your clients and clinch more business.

The Science Behind Closing a Sales Pitch

Let us start with a sales number that is rather insightful: After receiving “no” four times, 92 percent of salespeople say they give up on a prospect. In contrast, 80 percent of opportunities claim to have said “no” four times before eventually saying “yes.”

Was that clear?

Before changing their views and trying out a new option, the vast majority of individuals (80%) give a salesperson at least four “no’s.” On the other hand, almost all salespersons (92%) never make it that far. This is not even considering how many salespersons and entrepreneurs spend their whole careers in the risky sales zones, never receiving a firm response from their prospects!

This statistic does not imply that every lead is only four “no’s” away from being a “yes,” but it does demonstrate that selling is a long game, and the bulk of leads will not close on your first cold call.

You will have an advantage over the vast majority of your competitors if you decide to follow up with leads, cultivate relationships with them, and maintain communication with them. This will allow you to sell your solution to the people most likely to benefit from it.

You will have an advantage over the vast majority of your competitors if you decide to follow up with leads, cultivate relationships with them, and maintain communication with them. This will allow you to sell your solution to the people most likely to benefit from it.

You won’t be able to make a sale no matter how many tools you have at your disposal if you don’t have a tried-and-true, multi-step process that you can rely on that has been refined and improved throughout your career.

Techniques Behind Closing a Sales Pitch

Fortunately, developing sales techniques isn’t a novel notion, and there are several tried and proven methods you may include in your arsenal. These are some of the most effective sales closing tactics for evaluating circumstances and countering those problematic “no” responses with your fantastic reaction.

The Now or Never Close
Offer a limited-time incentive to encourage your customers to sign up for your product or service. This might involve, for example:

• The final [product] we have left is this one
• A 15% discount is available to those who sign up now!
• Consideration in the implementation queue is public if you sign up now.
• This offer is only valid through [date] at this price

Why this works: The prospect now thinks they are missing out on something. Thus it makes sense to say yes now if they will answer yes ultimately.

When it’s most effective: When you can give discounts and interact with clients who claim they don’t have time to make a decision right now.

When it is least effective: When the client has said that your product will not be implemented at their organization or you cannot provide a substantial incentive.

The Takeaway Close
This is a fundamental concept; if you have already brought out the advantages and they don’t appear interested in some areas, remove them from consideration. Remove things they may not need to save money, and see whether they are more likely to accept the offer.

Why this works: Many individuals oppose it only based on cost. Everyone benefits if you can overcome that obstacle by reducing items they don’t need.

When it’s most effective: When your service is multi-tiered, the prospect has said that some functionalities aren’t vital to them.

When it is least effective: When the prospect seems unconcerned about the price.

The Assumptive Close
The assumptive close is deliberate on the idea that you are confident in your ability to close this deal from the minute you begin working on it. You employ language that suggests you assume the transaction is a “done deal.” The goal is to keep an eye on your prospect, gauge their degree of interest, listen to the arguments, and see whether they are on the same page as you.

Why this works: Your self-assurance and optimistic thinking rub off on the prospect, making them believe the solution should be as simple to them as it is to you.

When it’s most effective: When you’re dealing with repeat customers and know the product is a good match.

When it is least effective: When you don’t have a connection with your prospect and keep hearing that the solution isn’t a good fit for them.

The Columbo Close
Do you recall the character of Columbo from television? Salespeople worldwide have adopted his one-liner, “Just one more thing…” as their own. It was not uncommon for him to turn back and ask for one more item after suspects believed Columbo had finished questioning them. This last-ditch-hail mary may keep a customer around after deciding to go.

Why this works: As soon as they’ve signaled that they don’t want to hear any more of your sales presentation, approach them with the most attractive section of your predictive dialer demo or selling consultancy services.

When it’s most effective: When you haven’t yet displayed the big attraction, and you’re very confident the prospect is about to go.

When it is least effective: When you’ve already pounded them with a lengthy list of your product’s advantages.

How to Close a Sales Pitch The Proper Way

1. Do your research.
If you want to identify the ideal solution for your prospect, you need to know both your company’s products and your prospect’s business model. So, during the sales process, do comprehensive research on both sides of the transaction.

Get in touch with the company’s point of contact and other employees in other departments to find out more information. As a result, you’ll better understand how the business operates and its goals.

2. Set expectations.
Set the bar high for the customer’s experience as soon as possible. It would be best if you also inquired about the prospect’s financial and time constraints before offering them a demo or trial of your product. Qualify the prospect, create trust, and gain their confidence.

3. Tell a story.
Relating a story is one of the most successful methods to create an impact on a prospect, whether you believe it or not. Humans prefer tales to other forms of information because stories are more accessible for us to retain and understand. Do you know what we don’t do enough? Make a choice.

In the closing phase of the sales process, you have a limited amount of time to leave a lasting impact on your customer. It would be best if you made the most of this chance.

In other words, do not tell a narrative that is entirely unrelated to the topic. For your final pitch, keep a couple of tales in your back pocket to use at your discretion.

Storytelling is a clever and ethical approach to getting into the emotions that drive 90% of our actions; thus, it’s a good strategy.

Below are a few types of stories that you can commit to memory and tell relatively quickly.

Success Story – An example of how to do this is to tell a story about a comparable customer in size, industry, or pain areas. In the following paragraphs, explain how your solution benefited your firm.

Personal Testimony – It’s a good idea to provide a personal story from your own experience to reassure potential clients that they’ll be in excellent hands if anything goes wrong with the firm, its staff, or its capacity to help them.

4. Pitch the benefit rather than the offering
“People don’t want to buy a quarter-inch drill; they want a quarter-inch hole,” as the saying goes. The same principle applies when dealing with a prospect. It would help if you concentrated on the advantages they will get from doing business with you. Remember that the prospect isn’t searching to purchase what you’re selling; they’re looking for a solution to their problems.

5. Handle objections
Address the buyer’s pricing or product fit issues. Acknowledge their concerns. Ask questions for clarity and react carefully.

6. Ask for the sale
It’s appropriate to ask for the sale when you’re confident in the answer you’re offering to the buyer and their firm. Assuage the buyer’s fears, but don’t be hesitant to express your sense of haste to close the purchase.

7. Arrange the next steps
Be sure to contact whoever will be signing the contract and get any necessary papers. Then, provide your new client with the tools and information they need to execute their new solution successfully.

Customer success representatives should be given a personal tour of the facility before they take over. That way, you can be sure they won’t get lost in the shuffle.

What Are Some Effective Closing Statements for a Sales Pitch?

“What Else Can I Tell You?”
You may reinforce your pitch and underline important themes and features by inviting prospects to ask you additional questions about your product or service. There is a chance to upsell or offer extra product advantages as well.

Also, think of sentences such as “What more can I do for you today?” What more can I tell you about how this tool can improve your workflow? “It’s also a good idea to inquire if there are any particular queries you can address for the possible client.

“I’m Excited to Work With You”
Non-tangible commodities, like consulting services, may be sold more effectively by telling a prospect you are looking forward to a positive professional relationship. Ensure the buyer is in a post-sale mindset by encouraging them to think about what they want to do next. “I believe we’ll work well together” or “I’m eager to get started on this project” are examples of lines that personalize the transaction and make it simpler to close.

“Let’s Get You Signed Up”
Using the presumptive close after you have solved any remaining issues with your prospect might help take the process along more naturally. Close.com notes this statement implies that you have completed the transaction and respected the customer’s time by stating, “let’s get you signed up.”

Conclusion

Avoid using cliched finishing phrases in your writing. Consider what you’ve learned from your conversation with your prospect as the basis for the last few lines of your closing statement. Focus on how your product or service satisfies a customer’s demand and tailor your message accordingly. I’ve demonstrated to you how our new software would speed up your accounting operations by 20 percent,” for example, when you first contacted me. This strategy indicates to the potential customer that you are interested in their concerns and are actively working to find answers. 

RELATED: 9 Best Sales Pitch Video Examples for s Salesperson

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