There are many effective closing techniques, but here are some of the most basic, popular and memorable closing strategies from insurance company CEO Dr. Linda Ballou's book, "Soft Selling in the 21st Century."
The choice close: This strategy assumes your client is buying today. Simply ask the client to choose between two positive alternatives. An example is: "Steve, the product comes in a small or large scale; which would be better for you?" Either one the client picks, you've just made a sale.
Minimizing the sale: Ballou says the logic behind this "conveys to the customer that we understand their special needs or situation. We are letting the client know we do not want to overload them" with information and products, but we want to get them started. By minimizing the sale, the client sees you are reasonable, you can recognize their needs and limitations, and they are more inclined to go with your product.
Asking for the sale: Ballou says when nothing else has worked, turn to this close. You already have the client's attention, so just ask. "You are being assumptive, knowing that your product will do a great job for them. What do you have to lose?" Ballou says.
