The Art of Closing
Closing isn't about pressure—it's about helping customers make the right decision. The best closers guide customers through their concerns and help them feel confident.
Understanding Objections
Common objections in moving sales:
- Price: "That's more than I expected"
- Timing: "I need to think about it"
- Competition: "I'm getting other quotes"
- Trust: "How do I know you're reliable?"
Handling Price Objections
When price comes up:
- Acknowledge the concern
- Reframe the value
- Explain what's included
- Compare apples to apples
- Offer flexible options
Creating Urgency
Ethical urgency techniques:
- Limited availability messaging
- Seasonal pricing
- Booking windows
- Capacity constraints
The Assumptive Close
Guide customers toward yes:
- "When would you like us to start packing?"
- "Which date works better for your schedule?"
- "Should we include the packing service?"
Follow-Up Excellence
Many deals close on follow-up:
- Personalized messages
- Value-added content
- Addressing new concerns
- Multiple touchpoints
Building Long-Term Success
Top performers:
- Track their metrics
- Continuously learn
- Seek feedback
- Practice regularly
Sales excellence is a skill that can be developed with dedication and practice.
