Closing sales at trade shows can be rather taxing to one's ego when the attendee walks away without buying anything. About 80% of customer's will say no and end up leaving with nothing. Selling in this economy is hard and many are starting to believe is impossible...but it isn't if you know the right techniques. The number one key is how to effectively pitch the sale to the client. The idea is: if the sales pitch is good enough you won't need to worry about closing the sale because it will just naturally happen. Although in a lot of cases a proper close is needed in order to land the sale.
The product needs to be something people don't need to be tricked into buying. The best way to close the sale is to assure the client the product is right for them. For example, on the as seen on TV ad for the pocket hose effectively uses sales techniques to make sales. Most people who have a yard have a hose and know how hard they can be to maneuver around the yard . A great selling point about the pocket hose is how easy it is for the consumer. It is lightweight, durable, easy to use and expands to a full length hose when expanded with water. Even though the consumer may have a hose, they will be able to see how having this particular hose can make yard work a lot easier. This allows for the product to speak for itself. No crafty wording, half truths or any gimmicks. The salesman who tries to pitch a sale with words, promises, and no demonstration is going to be hard pressed for sales versus the person who shows how effectively the product works. Most people are impatient and want to continue on with their day and listening to a sales pitch doesn't catch their attention. By demonstrating the products effectiveness and unique design will catch people's attention and make them feel like this is a product worth investing in. Our blog post on advantages of product demonstrations is a great resource on this topic.
Using techniques that have been proven over time will greatly increase the chance to earn more money and increase sales efficiency. Closing sales comes easy to some while others have to work harder to accomplish a similar result. There are several different types of closing techniques that can be used such as:
These are just some of the many ways to close a sale. Each of these techniques have been proven to work as long as they are adequately executed.
This technique works great if you feel any slight hesitation. Sometimes the client isn't quite sure but a little encouraging can often work. The assumptive close has the sales person act like the sale has already been made. Most people don't even realize that this technique is being used. This doesn't leave to much room for the client to change their mind. After explaining the benefits or features of the product ask a secondary question that has them choose what option they would like. For example with the Pocket Hose, after explaining how amazing this product is and how it can benefit them, end it with asking how many they would like to have and where they wanted it delivered. This gets them away from thinking of all the reason why they don't need it and changes it to thinking of how many they will need to purchase.
This technique is used quite often. When you hear that you can use it risk free for 30 days and if you aren't satisfied you can return it? That is the puppy dog close. The idea is that if you use it for 30 days you are going to fall in love with it and not want to return it. The reason this technique got its name is because pet stores would use the risk free trial to help sell puppies. They figured that if you take the dog home, play with it, snuggle with it and love on it that you won't want to bring the dog back. This allows the product i.e. the dog, to do the selling for them. One of the best ways to effectively close the sale is to allow the product to speak for itself. That way the client doesn't feel like they were tricked in any way and will be satisfied with the purchase they have made.
The Take Away Close doesn't give the client a lot of options and in a sense pushes them towards choosing a product if they want it or not. A good example of this technique is the salesman will say that they only have so many of this "XYZ product" left and that if you don't want to purchase it now they have several other people who will. A good way to think of this close is as an either/or option. Either you purchase the product now or you can purchase it later and have no guarantees that the product will be in stock or the sale promotion will be available. Sometimes this technique is useful and works but at other times can leave everything blowing up in your face. Most people do not want to feel pressured into buying anything while others will see that they do need to purchase it now because it may not be available later.
The most ruthless and aggressive of all the sales closes. This sales close technique is not for everyone and can only be used in certain situations. This particular close pushes the client into a decision and can either benefit the sale or hinder it, because it can leave the client feeling frustrated and angry. The sales person will usually push until they are told no so many times or asked to leave. This particular technique is used by car salesman and often is not the brightest idea because it really can upset their clients. The general population will describe a car salesman as ruthless, cunning and inconsiderate . There are only a few car salesman who can use this close effectively without leaving the customer feeling like they were pushed into a decision. In most situations the salesman will push and push until they feel like they can't push anymore. This technique is a last resort because most of the time the customers will end up being upset and will be pushed toward purchasing from another company and potentially leave bad reviews for the company. Use this technique at your own risk!
All these techniques can help or hinder a sale. If they are used effectively they are a valuable tool. It is a good resource to be able to look up what sales technique would work for the company. Each one has its advantages and disadvantages. It depends on the companies goals and how they feel they can achieve an end result with a particular technique. It is best to do some research into each technique in order make a concise decision.