23 August 2020
We have prepared a report with "101 Closing Techniques to Help Buyers Say YES". but frankly not all of them will work in an online environment.Disable Third Party Ads
But if your business is like mine, most of it is online ... not all.
Therefore, we must be good at all closing techniques.
And if you are like me, you will feel much more comfortable with some techniques than others.
But before we get to that, why do you need closing techniques when making sales?
One word: objections.
Brian Tracy, possibly the best sales trainer in the world, says:
"The fact is, objections are good. Objections indicate interest. Successful sales have twice as many objections as unsuccessful ones."
Unfortunately, objections feel like a rejection to many people who don't like to sell. That was me. For a few years, sales was an area that scared me to death.
It felt a lot like being on stage with immense pressure to perform.
Sales as a service!
However, changing the script, as Tracy did in his comment above, encourages even the non-seller to provide the best potential customer service.
If the seller understands that the service is ultimately his job, he has not only permission, but a duty to help people solve their problems, in exchange for money.
Closing techniques are not sneaky tactics to separate the buyer from their wallet, but rather persuasive tactics to get prospects to act on something they already want and need, and move toward that solution.
Sometimes they are not ready, but waiting only makes their situation worse. That's where the correct closure technique can help them take action and hopefully implement that solution to make the necessary changes.
Closing sales letters, especially online, presents a special problem.
We cannot be face to face to establish a physical relationship. Online entrepreneurs struggle with that, as evidenced by the rapid adoption of on-camera video sales letters.
Therefore, we rely on proven closing techniques that work online.
Here we review the top 10 sales closing techniques used by the most successful online marketers.
One or all of these may work for you. You may think that none of them will work because your niche is "special."
Nonsense. I used to say that too. The truth was simpler: I was afraid to ask for the sale.
My love of staying in business (which means making money) was greater than my fear of asking for a sale, so it finally left. (If you're in my community, you might have noticed.)
Let's go over the closing techniques shown below.
Proven Closure Techniques That Work Online
This is commonly known as a pricing panel. The potential customer feels they are choosing between three products or three levels of service when, in reality, they will choose the one the owner wants 90% of the time.
Panels are usually set up like the one above:
· A reduced and economic version. (Nobody wants to go to the slums!)
· A high value option in the middle that suits almost everyone's needs with a slight price increase over the low cost version.
· And a premium version of high cost for those buyers who always go luxury.
Of course, the middle one is the one the seller wants almost everyone to buy.
Cost of Inaction Closure (COI)
Kudos to Alex Mandossian for this suggestion. Advise coaching students and clients to focus on COI, not ROI when presenting options to prospects.
But the ROI (return on investment) is inherently positive. It will give prospects a sense of hope and possibility, right?
That may be true, but the IOC, the cost of inaction, triggers the most powerful driver of emotion: the fear of missing something (FOMO).
The cost of inaction needs to be spelled out: This is what will happen if you DO NOT take advantage of this today.
A great analogy is wanting to play the piano for 10 years, but never take lessons. To keep doing what you have done is to get what you have. I still won't be able to play the piano for 10 more years, https://ufabetsquare.com/.