B2B Sales Closing Techniques that work

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How to sell fast
B2B closing techniques that work
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Closing is the last step of a sales process
Because B2B sales are more rational and involve
multiple decision makers, a B2B sale can be
closed only when
THE VALUE IS PROVEN TO ALL THE DECISION MAKERS
ANY OBJECTIONS ARE REVEALED AND RESOLVED
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Closure technique 1 ask when they will be ready
Are you ready to sign the contract?
How fast could you make the decision?
Tip set up a deadline to return the signed
contract
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Closure technique 2 The paperwork close
Let me just fill in the paperwork to get the
whole process going
Let me walk you through the steps to get you
signed up online
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Closure technique 3 It takes time close
Would you like to get a draft of the contract to
forward it for review to your legal department?
It will allow you to start using the services
immediately after your final approval.
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Closure technique 4 ask to sign the contract
Should I send you the contract?
Should I send you a draft of the contract for
review ?
Should I send you a recap of our TC ?
Tip set up a deadline for the decision
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Closure technique 4 Conditional close IF
If I provide you all the requested information,
will you be ready to sign the contract this
week?
If it was the right price, will you be sign up
now?
If the decision was just up to you, will you be
willing to sign the deal?
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Closure technique 5 Limited offer
We can offer to you this deal only until the end
of this week. Does this give you enough time to
sign the contract?
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Closure technique 6 Special approval
I managed to get a special approval to offer you
the package at this price which is 25 below what
everyone else is paying for similar service. But
you will need to sign up today
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Closure technique 7 Choice with no choice
Do you prefer to start this week or next week?
Should I send you the payment link or you prefer
me to walk you through now?
Tip set up a deadline for the availability of
the link
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Closure technique 8 Try before you buy
Usually we dont offer a free trial, but if you
are really interested, I can set up access for
your for 2 weeks so that you can see the impact
it will have on your business.
Tip set up a deadline to make a decision after
the trial
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Closure technique 9 Value vs loss
Currently you spend 500 each month to manage
your inventory. I am offering you to decrease
this cost to zero. Are you interested in saving
6,000 by the end of this year? Or Would it
be valuable to save over the next 12 months?
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Closure technique 10 Another client
I am deep into a dialogue with a large player
that is interested in taking our entire
enterprise solution. So my agenda is full, but if
you are ready for a contract, I will make sure
that you receive it by the end of today.
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Closure technique 11 Start small close
I understand that you are not ready to commit to
roll out the services across the entire firm. But
I also understand that you see the value of what
we do. Lets start from a test group of 5 people
and review it in 2 months time. What would you
say?
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A few last words..
Remember, if your prospect is not ready to sign
the contract, you go back to the first step of
the sales process to identify his needs and
establish value
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