How to close more sales using a conditional closing technique

All salespeople want to know how to close more sales and make more money or grow their business. Here’s a sales closing technique that will do just that because it influences the customer to buy now. Conditional closure is when you give the customer a special benefit or treatment that they really want. As part of this offer, he adds a condition that gives him something in return.

Closing a sale can be a negotiation. The buyer wants the best possible deal and you want the sale on the most profitable terms you can get. Whenever you give the buyer something, such as a price discount, extended warranty, free delivery, and any other concessions, be sure to add a condition that benefits you.

This is a common sales closing technique used in car sales. At the closing stage of the sales process, the customer wants to know if the car dealer can lower the price further and suggest another 5% discount. The vendor on the concourse is happy with the price because he included a bargaining allowance when he presented the sale price. But if the seller just gives away the 5% discount, you haven’t won 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 sales closing technique, the car salesman would agree to 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 closing sale, there are a few additional techniques you can use to make it even more effective:

Make it a great deal

Make the extra discount look really important. Shake your head, breathe hard. Let them know that you really shouldn’t cut the product any further. Then reluctantly accept their request for a discount, but only if they buy from you today.

Blame your manager

In addition to making your discount request very important, you can also ask your manager or pretend to ask. Direct sales that sell at the customer’s home can pretend to call their manager. Retail and forecourt sales can go to your manager’s office. You can then tell the customer that the manager agrees to the discount, but only if he signs today. You can be the good guy, argue your case to the big bad boss. You did very well in 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 closing technique work by giving the potential customer a really good, 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 in the next delivery truck, so I can only offer you a discount if we deliver it today.

By using this technique, you will 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. Proposing your own adaptations, to use for common objections and requests from your customers, is the best way to learn how to close more sales with a conditional closing technique.