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7 helpful ways to close sales

3-minute read

The right sales strategy can make or break your business. With competition continuing to increase in every industry, it can be a genuine challenge to convince clients that your product or service is the best choice for them.

We've put together a simple infographic outlining key strategies that may help guide you through tactics to close more sales.

Download 7 helpful ways to close sales infographic (PDF 42KB)

Key take-outs
  • Preparation is key – understand the customer’s need before you enter the room.
  • Know which person has the final authority to agree to the sale.
  • Reading and responding to the room could help you turn a maybe into a yes.

1. Be the expert

  • Go in ready, researched and prepared.
  • Show, don't tell (use case study examples).
  • Demonstrate how you'll solve specific problems.

You'll need to listen as well as sell. Show you understand their problems by asking the right questions.

2. Spot the decision maker

Deliver a strong business case for everyone you're talking to, but tailor it to address the individual interests of the person making the final call.

Speak directly to the decision maker by showing how your product can benefit them.

3. Sell at the right time

You're more likely to get a sale if there's a genuine need for your product or service. Get a feel for this and choose the right time to make an offer.

Focus on relationship building. Even if you don't get a sale, it allows you to follow up the lead at a later date.

4. Close conversations cleverly

‘Assumptive close’ is a technique that wraps up the conversation by getting everyone on the same page. It’s essentially asking a series of questions that everyone is likely to say ‘yes’ to.

Try recapping what you've been told at the meeting as you're framing your 'yes' questions.

5. Reward for fast sales

Try getting the sale over the line by offering a significant discount if they pay you within a set period of time. Make sure this is clear in any terms and conditions.

Tip: Design pricing margins that allow you to negotiate.

6. Sweeten the deal

Think about:

  • Bonuses you can throw in.
  • Extra value you can add.
  • How to make them remember you.

Read the room. If they're wavering, it might be worth offering these added extras.

7. Stay top of mind

  • Be sensitive to busy schedules.
  • Allow for consideration time.
  • Time your follow-up and be gentle.
  • Personalise your communications when following up.

Applying your personal style to these sales strategies could help you carve out your point of difference in the market. You might not get them perfect the first time, but the more you apply yourself, the more you’ll learn what works for you.

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Things you should know

This information does not take into account your personal circumstances and is general. It is an overview only and should not be considered a comprehensive statement on any matter or relied upon. Consider obtaining personalised advice from a professional financial adviser and your accountant before making any financial decisions in relation to the matters discussed in this article, including when considering tax and finance options for your business. Westpac Banking Corporation ABN 33 007 457 141 AFSL and Australian credit number 233714.