If there’s one thing guaranteed to strike fear into the heart of any marketing manager, it’s the prospect of having to close a deal. After all, closing is the most important part of any sale, and it can be a make-or-break for your entire career. That’s why we’ve put together this list of tried-and-true closing techniques that every marketing manager needs to know. From building rapport to using body language, these tips will help you seal the deal on your next big campaign.
The Door in the Face Technique
The “Door in the Face” technique is a popular sales tactic that involves presenting a prospective customer with an initial, unattainable offer, followed by a more reasonable “second best” offer.
The goal of this technique is to take advantage of the psychological principle of commitment and consistency, which dictates that people are more likely to agree to something if they have already committed to it in some way.
In order to be successful, the door-in-the-face technique must be used remote closing academy and only when there is a good chance that the second-best offer will be accepted. When used correctly, this technique can be an effective way to close a sale.
The Foot-in-the-Door Technique
The foot-in-the-door technique is a sales strategy where you start by making a small request, usually one that requires little to no commitment from the customer. Once the customer agrees to the small request, you then follow up with a larger request. The theory behind this technique is that the customer is more likely to agree to the larger request because they have already agreed to the smaller one.
This technique can be used in a variety of situations, such as when you are trying to get a meeting with a busy person or when you are trying to get someone to agree to a larger purchase.
To use this technique, start by making a small request that is easy for the customer to say yes to. For example, you might ask them if they would be willing to take a survey or sign up for your email list. Once they agree to this small request, follow up with your larger request. For example, you might ask them if they would be interested in buying your product or attending your event.
If you are going to use this technique, it is important to make sure that your smaller request is something that the customer is actually likely to say yes to. If you make a small request that is too difficult or inconvenient for the customer, they are likely to say no and will not be receptive to your larger request.
The Lowball Technique
The lowball technique is a classic negotiation tactic in which one party offers a very low price or proposal in the hopes that the other party will counter with a higher offer. The initial offer is usually so low that it’s not even close to being fair or reasonable, but it can be effective in getting the other party to open up their negotiation position.
There are a few different ways to use the lowball technique, but all of them involve making an initial offer that is significantly lower than what you’re actually willing to pay. For example, you might start by offering $10 for something that you know is worth $100. The hope is that the other person will counter with a higher offer, at which point you can begin negotiating in earnest.
The lowball technique can be risky, however, as it can backfire if the other person refuses to budge from their original offer. In some cases, it might even be considered unethical, so it’s important to use this tactic only when you’re confident that it will be effective. When used correctly, though, the lowball technique can help you get the best possible price on whatever you’re buying.
The That’s-Not-All Technique
The that’s-not-all technique is a powerful closes that can be used in any sales situation. It is especially useful when you are selling a product or service that has multiple features or benefits. The that’s-not-all technique works by first listing all of the features and benefits of your product or service, and then adding a “but wait, there’s more” at the end. This addition creates a sense of urgency and value, as the customer now feels like they need to act quickly to get all of the benefits.
Here’s an example of how the that’s-not-all technique could be used:
“Our software comes with unlimited storage, 24/7 customer support, and a money-back guarantee. But wait, there’s more! If you act now, you’ll also get a free trial.”
The Assumed Agreement Technique
Assuming agreement is a classic sales technique that can be used to close deals or persuade customers. The idea is simple: you act as if the person you’re talking to has already agreed with you, even if they haven’t yet.
For example, let’s say you’re trying to sell a new product to a potential customer. You could start by saying something like, “I’m sure you’ll agree that this product is the best on the market.” By assuming agreement, you’re putting the customer in a position where they feel like they need to justify why they don’t agree with you.
Of course, assuming agreement isn’t always appropriate and it can backfire if it’s done incorrectly. But when used correctly, it can be a powerful tool for closing deals and persuading customers.
As a marketing manager, it’s important to have a few solid closing techniques in your arsenal. By using the right mix of pressure and persuasion, you can close deals that might otherwise fall through the cracks. And while there’s no one-size-fits-all approach, these four closing techniques are a great place to start.