I have been working in sales for more than 35 years. Every week, I come across dozens of salespeople. A few days back, I came across this bright, young chap at a Tata showroom who wanted to sell me a car. Little did he know that I had already set my eyes on one of the other premium models and was here to book it.
As soon as he approached me, my mischievous side took over and I wanted to test his sales skills. He started with his pitch, gave me a download of the features and asked me to take a test drive. I obliged. I started driving and he spoke about how this car would shortly become a superhit on the Indian roads and I smiled. He thought this sale was in the bag.
We got back to the store and I said “Boss, gaadi toh badiya hai but main soch kar batata hoon.”
I wanted to check if he would try to entice me with an offer. To my surprise, he said
“Ok sir. Aapka jab dil ho toh aa jaana.”
This broke my heart – him quitting the discussion so soon, not highlighting how this car would be a great fit for me, and losing the sale right before closure.
You’ve done the hard work—found a potential customer, had a great conversation, and presented your product. But then, just when you think the deal is done, the customer says, “Soch kar batata hoon” or “Family se baat kar ke batata hoon.”
Sound familiar?
The truth is, closing a sale is where most people struggle. If you don’t close, all your efforts go to waste. The good news? There are proven techniques to help you accelerate the customer’s decision-making and close the sale effectively. Let’s dive into three powerful sales closing strategies that can transform you into a Sales Champion.
- Limited-Time Offers – Create Urgency
One of the most effective ways to push a customer towards a decision is by creating a sense of urgency.
For example, say this to your customer:
“Sir, yeh offer kal tak hi hai. Aaj decide karoge toh hi best deal milegi.”
A limited-time offer makes the customer feel that if they don’t act now, they’ll miss out on a great opportunity. Nobody likes missing out on a good deal, and this psychological trigger often leads to an immediate purchase.
But remember: Don’t fake urgency. If you say “last day” every day, customers will catch on and lose trust in you.
- Highlight the Problem – Make It Real
Customers won’t buy unless they see the need for your product. A great salesperson helps them realize the problem they didn’t know existed.
Take, for example, a water purifier salesperson. Instead of just talking about the product’s features, they test the customer’s tap water in front of them. The results? High impurity levels!
“Sir, aap roz yeh paani pii rahe ho? Aapke bachho ki health ka risk hai sir iss paani ko pine mein!”
Similarly, vacuum cleaner salespeople use a smart trick. They vacuum a clean-looking sofa and then show the customer all the hidden dust, dirt, and even tiny insects!
“Yeh dekho sir… Yeh saaf dikhne waale sofa bhi kitna ganda hai. Issi se health problem hoti hai…”
This technique shocks the customer and makes them realize the importance of the product. Fear sells—but use it ethically.
- Scarcity – The Power of FOMO (Fear of Missing Out)
We all want what we think we can’t have. When something feels exclusive or scarce, people rush to grab it.
Car dealerships and mobile stores use this strategy all the time:
“Sir, this model is almost out of stock. If you don’t book now, delivery might take months.”
Real estate companies take it a step further:
“Last time we opened bookings, all apartments sold out in a day. This is your only chance!”
This makes the customer fear missing out on the product and increases their desire to buy immediately.
The Key to Sales Closing? Speed & Confidence!
Salespeople often lose deals because customers delay their decisions. They say:
- “I’ll think about it.”
- “Let me check with my family.”
- “I’ll call you later.”
And then? POOF – gayab! (They disappear).
Your job is to make sure they don’t delay. Create urgency, highlight the problem, and make them feel they might miss out.
Final Thoughts
These three techniques—Limited-Time Offers, Problem Awareness, and Scarcity—are used by top sales professionals worldwide. When applied correctly, they will help you close more deals and grow your business.
Try them out and see the difference! Need more tips? Stay tuned—I’ll be back with more powerful sales strategies soon.
Good luck, and happy selling!
TOPIC: Sales Closing Tips: Jaldi Deal Kaise Final Kare?
YT Link: https://www.youtube.com/watch?v=3czDjhrkTq0&t=32s
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