Every salesperson wants to know how to close more sales and make more money or grow their business. Here’s a closing technique that will do exactly that by influencing the customer to buy now. Conditional closing is when you give the client a benefit or special treatment that he really wants. As part of this offer, you add a condition that gives you something in return.
Closing a sale can be a negotiation. The buyer wants the best deal possible, and you want the sale on the most profitable terms you can get. Whenever you offer something to the buyer, such as a price discount, an extended warranty, free delivery, and any other concession, be sure to add a condition that benefits them.
Here’s a common closing technique used in auto sales. In the closing stage of the sales process, the customer wants to know if the car salesman can lower the price further and suggest another 5% discount. The esplanade seller is happy with the price because he incorporated some allowance for negotiation when he presented the sale price. But if the seller simply gives away the 5% discount, he hasn’t earned anything. There is also no certainty that the customer will buy and may come back with more demands before accepting the sale.
Using the conditional closing technique, the car salesman would accept the additional 5% discount, but only if he can close the deal today. This is the condition and the benefit for the seller in exchange for the concession granted to the buyer.
When you use this closeout, there are a few additional techniques you can use to make it even more effective:
make it a big deal
Make the additional discount seem really important. Shake your head, take a deep breath. Let them know that you really shouldn’t cut the product any further. He then reluctantly agrees to her discount request, but only if he buys from you today.
blame your manager
In addition to making your request for a discount very important, you can also ask your manager or pretend to ask. Direct sales at the customer’s home can simulate calling your manager. Retail and yard sales can go to your manager’s office. You can then tell the customer that the manager accepts the discount, but only if they sign today. You can be the good guy, arguing his case to the big bad boss. You did great getting the discount for them, so how can they complain about signing the deal today?
Give a very good reason to buy now
You can make the conditional close technique work by giving the prospect a really good and credible reason to buy now. For example, I only have one left in stock and the new stock will be more expensive. I have free space on the next delivery truck, so I can only give you a discount if we deliver today.
With this technique, you’ll start to see some of the objections and requests raised by customers as a way to close the sale rather than stop it. This builds confidence in your sales skills and leads to more sales being closed. Creating your own adaptations, to use for common objections and requests your customers make of you, is the best way to learn how to close more sales with a conditional closing technique.