7 Sales Tips

Tip #5: Test close

What is a Test Close? This tip is a series of soft closing techniques. In other words when you "test close"; you are basically testing the waters by asking them questions to measure their level of interest in your product and whether they're ready to buy or not. Once you have confirmed that the customer is interested in your product or service, you next measure where they're at in the buying process. When conversating, make sure you speak confidently about your product or service, because you believe in it and want to help them out. When you speak with confidence, the customer begins trusting you. No one wants to buy from someone that appears timid or afraid. You must be stern and concrete when you say anything during a test close. Test closing is very important, because, if you don't do it, you may find yourself trying really hard to close your customer towards the end of the sale. Always be looking for the opportunity to close. It is important during this step to see if your prospect qualifies for your product. Have you answered all the qualifying questions? A qualifying question is a question that will allow you to know their true intentions. In other words, do they really need what you're offering, do they need their spouse to make a decision on buying or do they have the money to buy today.

Qualifying Questions to ask yourself

What does the prospect really need or want?

Will your product benefit them or hurt them if they don't buy?

Do they have the power to make a buying decision today?

Do they have the money that is required?

By asking these qualifying questions early, you will end up with the upper hand. You will not be wasting any time, and you will be better prepared for later on. If you have met all the qualifiers, and the customer has shown some kind of interest in your product or service, then here are a few examples of some very effective test closes you can use now.

Tie down: A tie down is more like pressing the refresh button on your computer. What you're doing here is confirming their interest to your product or service. Say this: "I can tell you're very interested in this service for you and your family is that correct?" or "This plan will definitely make life better for you, am I right?"

Illusion of choice: Start off by saying "I see you're interested in this car...would you like it in black, or in blue?" What you're doing here is giving them the illusion of choice, otherwise known as a double bind. Whatever they say helps you get closer to the sale. By responding at all, they have displayed a definite interest in your product. This is very good news for you and should definitely give you the motivation to close them now. A good example of this was when I was discussing placing one of my vending machines with a client. I would ask, "Would you like to see the machine placed by the door or in the waiting room?" With either answer, the client expressed interest in one form.

Commitment: When using this soft closing technique, it is necessary that they have shown some interest. Let's say they want a car in purple. Now is when you say, "If we can get this in purple, will you be ready to drive away in your new car today?" You can also say, "If we can get close to the price that you are looking for, will you be ready to buy today?" This test close gets a commitment from them and increases the chances that they will buy.

Opinion: When you use the phrase "In your opinion ..." it makes life easier on you and them, because you're just asking for their opinion. For example, "In your opinion, will this solve your problem?" If the customer says no, it's just an opinion, not a fact. Then, you are able to address his or her concerns. This is a great test close to use as the sale progresses so that you don't have any unwanted surprises when you officially close the deal.

Agreement: You have already talked and shown the benefits of your product and thoroughly explained it in detail. Now you can say, "That makes sense, doesn't it?" Your customer will agree with you and say "yes" or "absolutely". It is incredibly powerful when a customer agrees with you. It means they're on board with what you are saying. The agreement is great because when you ask them to buy, it will be an easy transition.

Use any of these techniques at any time during the interaction with the customer. Test closing is fun and will definitely get the "no's" out of the way early in the process. Remember this simple and effective phrase at all times: "Always Be Closing" or (ABC).

Summary

● Ask yourself all the qualifying questions prior to test closing.

● Customize and use the test closes that suit your product or service.