How to Close a Sale

Closing a sale means completing a transaction or the exchange of goods or services for a fee or some other form of compensation. This is an important part of any business where either services or goods are traded.

Transactions are used at different levels of businesses. Several kinds of employees engage in transactions everyday, whether dealing with customers, clients, or partners and each has a unique way of closing a sale.

Establishing good relationships with customers and clients is the main objective of completing business transactions with clients. Maintaining a good reputation is important to gain their trust. Always welcome them in the office and provide them with enough time and attention. A friendly experience would surely make clients return the favor.

Qualify their preferences and needs. Never rush a transaction. Devote enough time in knowing what the customers require. When selling a product, ask the customer this question, “What will you be using this for?”

Study the products or services of the company. Determine the strengths and weaknesses of what is being sold. This would direct recommendations of the right product or type of service to the clients.

Observe buying signals given by customers. “Do you have a lot of this product in stock?” and “What sizes/colors does this product come in?” are examples of verbal buying signals. An example of a non-verbal buying signal is when a customer starts holding or using the product as though he or she owns it already.

Know the proper closing methods. Ask the customer straight if he wants to acquire the service or buy the product. Once he says yes, avoid showing him other alternatives.

You may also close the sale by providing options. Ask him or her which color or size he or she prefers.

Finally, close the sale by including add-ons. Ask the customer if he would like to purchase the related accessories along with the product.