How to Close More Sales: Top 5 Closes That Have Netted Us Over $30,000
Wouldn't it be great to never hear another "NO" in business again?
As great as that might be (not to mention make your job a total breeze!), that's never going to happen.
But what if you could figure out how to keep potential buyers from walking away empty handed? Even better: what if you could learn how to close more sales in your business, without coming off as sleazy, overly pushy or even rude?
In this article, I'd like to share with you the top five (5) closes that we've most commonly experienced in our business and how we've been able to properly overcome them...
without pushing away our clients...
without appearing rude or uncaring...
and show you exactly how these closes netted our business revenue over $30,000 (and growing).
If these closes and objection-handlers - implemented properly - can work for us; trust me - they can work for you, too. Just remember to use these new sales-closing superpowers for good, and not evil. ;-)
OBJECTION: WHERE MOST SALESPEOPLE DIE IN THEIR OWN DEAL
Whether you're a brand new salesperson or a seasoned vet, at some point you'll likely come face to face with what is thought to be THE number one sales objection - PRICE.
When it comes to purchasing, you'd would think that pricing would naturally be what disqualifies the purchase of your product - right? But, according to a recent survey:
What does that tell you? That price really isn't the deciding factor in why someone does or does not purchase from you. THAT'S A COMPLETE & TOTAL MYTH!
In fact, I'm going to prove that not only is price not the issue, but that it's NEVER THE ISSUE. Even better, I'll share with you exactly how to overcome the top 5 most common objections business owners face each day so that you can start to overcome them with ease, and ultimately close more sales into your business.
TOP 5 STALLS & HOW TO OVERCOME THEM LIKE A BOSS WITH THESE PROVEN CLOSES
CLOSE #1: "I DON'T HAVE THE MONEY,"
This is rarely ever true.
If you are qualifying your clients properly, you'll find out that they might use this as an excuse but it's never valid.
So, the question becomes how do you overcome these objections without sounding like a typical, salesy douche?
First: whenever someone has an objection you want to treat it as a complaint. Most business owners treat each concern as an objection, but what happens when you treat concerns as objections is that you put negative ideas into the mind of your prospect.
Without even realizing it, you begin to convince your potential customer on why they don't need or shouldn't purchase what you have to offer.
It's important to acknowledge their concern (complaint), and overcome it with logic. You see, when people are making a purchase, they are initially purchasing from an emotional standpoint, which is why their 'buying mood' can fluctuate as often as it does.
The great Zig Ziglar says:
Your prospect WANTS to act. Otherwise they wouldn't even be giving you the time of day; they simply need you to assist them.
So, let's say you have a prospect who says to you, "I love what I see and yeah, I believe this could really help...but I just don't have the money right now."
Average businesses or salespeople will make the biggest mistake at this point by discounting their services. But you're not average - are you?
HOW DO WE OVERCOME THIS OBJECTION WITHOUT (ACTUALLY) DISCOUNTING?
We start by acknowledging them.
"I understand that this is a large investment. You've seen that this can work, you believe it can work for you...so let me ask you, what's holding you back - is it the product, the price or me?"
They'll respond with, "It's the price."
When they do, you ask them:
"OK. I see; so, if I gave you a 50% discount for the first 30 days is that enough to get you on board? We also offer our 30 Day money back guarantee, so there really is no risk involved for you, what-so-ever."
Naturally, they're going to say, "YES."
NOT BECAUSE OF THE PERCEIVED DISCOUNT, but because you showed acknowledgment to their concern and attempted to cater to their need without removing the value from your product.
On the rare instance they say no, this is when you would want to down-sell them into a smaller product.
For example, let's say you're offering a 12 month consulting program but they use "price" as their concern. You can now down-sell them into a 12-week program, where you share with them the benefits they received by selecting that particular product instead.
If they still say no, you can down-sell again to perhaps an 8 or 6-week program, and if they still say "NO", you can rest assured that they were never going to buy in the first place.
Because it was never about the price for them - which is important for you to know; it was about their inability to believe your value was worth it.
CLOSE #2: THE SPOUSE STALL (V. 1.0)
We have all heard (or maybe even said ourselves), "I have to ask my wife/husband and we have to think about it before I can make a decision".
The best way to overcome this is to be bold.
Whenever your prospect uses this statement as their objection, give this a try:
"I understand and I talk about everything with my wife too, but let me ask you to do something for me. Think about a pink elephant - you got it? That's because thoughts are instantaneous; now it's time for you to make a decision."
This approach will certainly shake the tree, so to speak, but it does work!
DISCLAIMER: in order for this approach to work, it HAS to be done with complete and total confidence!
CLOSE #3: THE SPOUSE STALL (V. 2.0)
For some, the previous close is too bold of a move for them because either they feel they're too new into the game or they know they don't yet possess that level of confidence.
If that's the case, you can always try The Spouse Stall V.20.
Whenever your prospect mentions they have to talk with their spouse, try to agree and relate:
"I understand, and I speak to my wife about everything. Let me ask you, do you like what we have to offer and do you think it will help you achieve [insert result/benefit of product or service]?"
They're going to say YES.
You simply ask:
"So what happens if your wife/husband says NO?"
The best part about this close is they all say the same thing. They say, "Oh, they won't."
In which case, you close them by saying:
"Great, so let's get you set up. All I need is your permission to send over the invoice. Should I send it to the email address I have on file?"
They can not say "NO" to you after that. Though, I'll be honest that I have had one or two, but it is very rare...very rare.
CLOSE #4: THE SPOUSE STALL (V. 3.0)
You'll constantly run into people who are using their spouse as a stall.
I've shared how to overcome a couple of those objections (complaints) earlier. Now we come to the one I love the most.
I've used this to close multiple 15K clients, sell 4K+ products and it works every time (not to say it's going to work for you every time, but test it and see what happens).
It works like this: your prospect says, "I love the product but I have to discuss this with my spouse."
You then acknowledge them by agreeing like this:
"I understand and I talk to my wife about everything, but let me say this..It's better to ask for forgiveness than permission. So let's get you going right away, I need your permission to send this invoice over so we can get started."
CLOSE #5: "SOONER OR LATER (AKA: I'VE ALREADY SPENT TOO MUCH)..."
Again, this is another close that takes serious amounts of confidence. If you're not confident that your product or service is really going to benefit them, then you will lack the confidence to close anyone.
When you have someone who claims, "This is just too much for me right now."
You can respond with:
"I agree, and this isn't the first time and it won't be the last time you'll spend more money than you expected to spend, but sooner or later you will make this decision - you need the product because it solves your problems and in total honesty, we both know you can't afford not to purchase. Let's do this now so you can start receiving the benefits; all I need is your permission to send over this invoice."
This is closing over the objection by treating like it a complaint. Every buyer will relate to this. You'll hear them say, "Yeah, I always spend the most money. We always pay more than we should."
On the surface, that statement may not sound like an objection - but it is. They're letting you know that they think every transaction is always or has been more money than they feel it's worth.
You acknowledge their statement by agreeing with them and then restate:
"This isn't the first time you'll be spending more money than you'd like, and it definitely won't be the last. I need your permission and I'll send this invoice right over so we can get started."
HOW TO CLOSE MORE SALES - A QUICK RECAP:
These objections are merely a speck of what prospects use to counteract your product sales.
And for every objection, there is a close perfectly suited to address that concern. If you want to ultimately learn how to close more sales into your business or service, it starts by:
- ACKNOWLEDGING that there is no such thing as an objection, only concerns.
- LEARNING the skills necessary to master overcoming objections and closing the deal
- REMEMBERING that in order to close more sales without appearing pushy or desperate, it takes confidence in your product's ability and in yourself.
What I share with you today was a drop in the bucket. There are literally hundreds of different closes that you can use to overcome these objections (aka: concerns).
But without this knowledge in your arsenal, you will leave a lot money on the table and even worse - you'll be depriving your market of the solution to their problems.
This is why you must be prepared with as many closes as possible. There will come a time when you will have to combine closes and get creative in order to close a deal.
Your job as an effective salesperson or business owner is to get to the real core of your customer's concern. Ultimately a stall comes down to one of these three things: the price (or the perceived value); the product (their belief in its ability to do its job); or, the person.
Only when you find out what the real issue can you actually close the deal.
Go ahead and give one of these closes a shot in your next meeting. Come back and share with us what your experience was and what you learned from it - we'd love to hear!
...Oh, one last thing before I sign off. As much as I would love to take credit for these closes, these are actually closes I learned inside of Grant Cardone's, The Closer's Survival Guide.
Even us professionals continually learn how to keep our skills sharp, which is why if you're reading this article and you happen to in the market for help with sharpening the sales, marketing and/or processes inside of your business, let's go ahead and hop onto a consultation call - on the house!
You'll get a full 75-minutes 1:1 with me, dedicated to custom crafting an action plan suited around your business needs without even first having to spend a dime! If you're interested (which, this is a pretty good deal, if I do say so myself), simply fill out this short form here and schedule your best date + time.
We'll reach out to confirm your details, date and time. :-)
Owner, Northwicks Consulting