Empower your business to securely close a deal with a client for Government

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[MUSIC PLAYING] Hi I'm Pete from HubSpot. And today, I'm going to show you some of the basics to closing a deal. If you enjoy this video, don't forget to like it and subscribe to our channel. Post any questions or suggestions you have in the comments below. Let's get started. You're ready to close a deal. At this stage of the sales process, you need to use the right sales closing techniques to seal the deal. Today, we'll cover a few proven closing techniques to help you up your game. One important thing to keep in mind with any closing technique is that the idea of closing itself needs to include any agreements you've secured during the entire sales process. Your goal throughout this process is to understand the prospect's needs and create a solution that meets their needs. If you've achieved these two requirements, there will be less of a barrier to closure. These six closing techniques can help you increase urgency and lead an engaged prospect to the finish line faster. Let's jump in. Number one, the question close. Effective salespeople focus on closing a sale as soon as a conversation with a prospect begins. Through a series of questions, they pique the client's interest and eliminate every objection to purchase. Closing the sale with a question lets the person identify and address any objections the prospect might have. For example, you could ask, in your opinion, does this offering solve your problem? Or is there any reason why we can't move forward with this deal? Both of these questions allow the prospect to voice their questions or objections. And it provides the salesperson with the opportunity to provide more information. Number two, the now or never close. With the now or never close, the salesperson makes an offer that often leads to an immediate purchase. It's used after they have communicated the value of their offering. They might say, we're offering a 30% discount for customers who sign up this week, or this is the last one we have at this price, or we've got a 20% discount just for customers who sign up today. Why is this technique successful? It creates a sense of urgency. And it offers additional benefits that can encourage prospects to buy. Number three, the summary close. This close is used to reiterate the products or services the customer will receive when they purchase. For example, I see we've agreed upon the red carbon fiber bicycle, the 15-year warranty, an extra pair of tires, and our free delivery service. When's the best time to deliver the bike? You're showing the prospect the entire solution. Plus, they'll be able to visualize the post-sale environment where they're using the product and realizing the benefits. The summary close might be the last push you need to close the deal. Number four, the sharp angle close. In some cases, a prospect might ask for a price reduction or an add-on. Usually, it's because they believe they have the upper hand in the situation. During these situations, ask your sales manager if you can use a sharp angle close technique. Let's say a prospect asks for an additional week of onboarding at a discounted price. The salesperson responds with, yes, but if I provide you with additional onboarding, will you sign the contract today? The sharp angle close will likely catch the prospect off guard, one, because you've agreed to their request, and two, because you proposed closing today. Number five, the assumptive close. The assumptive close relies on the power of positive thinking. The salesperson assumes from the beginning of the sales process that they'll close the deal. Be aware of the prospect's interest, engagement, and objections throughout the process. For example, you could ask after a call, meeting, or demo, does this align with your expectations? Or does this solution fit the needs of your company? By assuming good intent and being aware of your prospect and their needs, you'll be able to guide them through the sales process. Number six, the takeaway close. If the prospect is hesitant about the price, suggest removing a feature or service to lower the price. It's likely their focus will be on what you removed rather than the discounted solution you offered. As a result, they'll be more willing to go with the original price because it includes all the features they're looking for. And there you have it. You have the tools you need to master these closing techniques. Need some additional help? Click on the link in the description to learn more. Thanks for watching. If you enjoyed this video, be sure to like it and subscribe. Let me know how you're doing in the comments below.