To close deals with customers and achieve sales goals, different closing strategies should be adopted based on different customers, situations, and environments to maintain the initiative and complete transactions as soon as possible. When attempting to close, once the closing opportunity is grasped, the negotiation should be concluded early. Even if the customer is still hesitant, it doesn't matter; as long as their purchase desire is strong, encourage them to buy, and the chance of closing remains high. The following introduces 15 closing techniques that should be flexibly applied to different customers.

  1. Direct Request Method. Take our Taobao store salespeople as an example: after receiving the customer's purchase signal, directly propose the transaction. When using the direct request method, avoid being too hasty; the key is to obtain a clear purchase signal from the customer. For example, "Mr. Wang, since you like it, you can just place the order directly." After making the request to close, remain silent and wait for the customer's reaction. Do not say anything else, because one more sentence might immediately divert the customer's attention and ruin the deal.
  2. Alternative Choice Method. Salespeople provide customers with two solutions to the problem; whichever the customer chooses, it is a result we want to achieve. Using this method, the customer avoids the question of "buy or not" and instead answers "A or B." For example: "Do you prefer white or red?" "Will you sign today or tomorrow?" "Will you pay by card or cash?" Note: When guiding the customer to close, do not offer more than two choices, as too many choices can confuse the customer.
  3. Benefit Summary Method. Present all the practical benefits the customer will gain from the transaction, rank the customer's concerns, closely combine product features with the customer's concerns, summarize all the benefits the customer cares about most, and prompt the customer to reach an agreement.
  4. Discount Closing Method. Also known as the concession closing method, this involves salespeople offering preferential conditions to prompt the customer to buy immediately. When using these preferential policies, salespeople should note three points: (1) Make the customer feel special; the discount is only for them, making them feel valued and unique. (2) Never give discounts casually, otherwise the customer will make further demands until you reach your bottom line. (3) Show that your authority is limited and you need to ask superiors: "Sorry, within my authority, I can only give you this price." Then change the subject: "However, because you are my regular customer, I can ask the manager for some extra discounts. But such discounts are hard to get, and I can only do my best." This way, the customer's expectations are not too high, and even if they don't get the discount, they will feel you have done your best and won't blame you.
  5. Provocation Method. The provocation method uses the customer's competitiveness and self-esteem to urge them to buy. A well-known Hong Kong couple went to a large mall to buy jewelry. They were interested in a jade ring priced at $90,000 but hesitated due to the high price. At that moment, a salesperson who had been observing came over and told the guests that the wife of a Southeast Asian president had also seen the ring when she visited the store, liked it very much, and couldn't put it down, but didn't buy it because of the high price. Provoked by this public statement, the Hong Kong couple immediately bought the jade ring because they wanted to show they were more powerful than the president's wife. When provoking the other party, the salesperson should appear calm and natural to avoid the customer noticing the provocation.
  6. Conformity Closing Method. Customers are unwilling to take risks when buying products. They generally hold doubts about new products that haven't been tried by others and are hesitant to choose them. For products recognized by many, they are more likely to trust and like them. A customer was interested in a microwave oven but hadn't decided whether to buy it. The salesperson said, "You have good taste. This is the most popular microwave oven right now, selling over fifty units a day on average, and during peak season, you need to pre-order to get one in stock."
  7. Scarcity Closing Method. Use the psychology of "fear of missing out." People tend to want things they cannot get or buy; this is a human weakness. Once customers realize that buying this product is a rare opportunity, they will take immediate action. The scarcity closing method capitalizes on the psychology of "joy in gaining, pain in losing" by applying pressure to urge the customer to make a purchase decision promptly. This can be done in several ways: (1) Limit quantity, mainly like "Limited quantity, buy now." (2) Limit time, mainly offering discounts within a specified period. (3) Limit service, mainly providing better service within a specified quantity. (4) Limit price, mainly for products about to increase in price. In summary, carefully consider the consumer and their psychology, then set the most effective scarcity closing method. Of course, this method cannot be abused or fabricated, or you will eventually lose customers.
  8. Step-by-Step Pressuring Method. Many customers tend to delay before purchasing. They might say, "I'll think it over," "Let me consider," "We'll discuss it," or "Let's talk later." When excellent salespeople encounter customer hesitation, they first agree: "You should be as cautious as you are when buying. You're interested in this product, right? Otherwise, you wouldn't spend time considering it, correct?" The customer has to agree. Then you press further: "I'm just curious; what are you considering? Is it our credibility?" The customer might say, "Oh, your store is good." You ask, "Is it my character?" They say, "Oh, no, how could that be?" You use the technique of layer-by-layer approach, continuously asking questions until the customer reveals their concerns. As long as you can resolve the customer's doubts, closing becomes natural.
  9. Assisting the Customer to Close Method. Many customers, even if they intend to buy, don't like to sign the order quickly. They keep picking and choosing, lingering over color, size, style, and delivery date. At this point, the salesperson should change strategy, temporarily set aside the order, and enthusiastically help the customer choose. Once the customer selects a product, you get the order.
  10. Comparison Closing Method. Write down pros and cons. This is a method of using written comparison to prompt the customer to decide. The salesperson prepares paper and pen, draws a "T" table. On the left, write the positive reasons to buy; on the right, the negative reasons not to buy. Under the salesperson's design, the positive reasons will surely outweigh the negative, so you can take the opportunity to persuade the customer to make the purchase decision.
  11. Small Point Closing Method. Buy a little to try first. When a customer wants to buy your product but can't make up their mind, suggest they buy a small amount to try. As long as you have confidence in the product, even if the initial order is small, after they are satisfied with the trial, they may give you a large order.
  12. Letting Go to Catch Method. Some customers are naturally indecisive. Although they are interested in the product, they procrastinate and delay making a decision. At this time, you deliberately pack up your things and make a move to leave. This fake farewell can sometimes prompt the other party to decide to buy.
  13. Order Form Method. When the sale is about to end, take out the order form or contract and start filling in the details. If the customer doesn't stop you, it means they have decided to buy. If the customer says they haven't decided, you can say, "It's okay, I'm just filling out the order. If you change your mind tomorrow, I'll tear it up. You'll have plenty of time to consider." "Mr. Wang, the delivery date is no problem, other conditions are good, and we've solved the payment issue. Since that's the case, can I put your name on this document?"
  14. Special Treatment Method. In fact, many customers consider themselves the most important people in the world and always demand special treatment, such as the lowest price exclusively for them. You can say, "Mr. Wang, you are our important customer, so how about this—" This technique is most suitable for this type of customer.
  15. Storytelling Closing Method. Everyone loves stories. If a customer wants to buy your product but worries about a certain aspect, you can say, "Sir, I understand how you feel. If I were you, I'd worry too. Last year, a Mr. Wang had the same situation and concern. But he decided to rent our car first and try it for half a year. Within a few weeks, he found that this issue was nothing—" Emphasize the satisfaction of the previous customer, as if letting the customer experience it personally. -END- Featured Content Click the title below to read directly: [Line Sales Representative Practical Operation Guide (with full PPT download attached)