One of the things salespeople or business owners care most about is closing the sales. With that, everybody is looking for ways to become a better closer. In this video, we talk about some soft closing tactics that, when you do everything else right, can be more effective than trying the traditional hard close.

 

What is Soft Closing the Sale

To understand a soft closing, let’s first examine a prospect’s hard closing.

Hard Closing
This is basically a more aggressive, assertive, and firm approach to trying to get the prospect to move forward.

Part of that may include telling the prospect what to do next regarding the options that you would like them to pursue. It may also include very direct questions asking the prospect to move forward.

Soft Closing
Whether that is a perfect explanation of hard closing the sales or not, soft closing is a soft approach that lets the prospect determine what they would like to do next without any pressure or persuasion from the salesperson.

Examples of what a salesperson might say or ask when soft closing:

How do you feel about what we have discussed so far?
What direction do you want to go from here?
When do you want to meet again?

 

Benefits of Soft Closing

Soft closing the sale can have a powerful effect on your leads and prospects.

Improve Rapport
First, your sales prospect will notice that you are not a pushy salesperson. This will immediately improve the level of rapport you have with the prospect.

You will turn the tables and go from being an annoying, pushy salesperson to immediately becoming a likable business advisor.

Clean Up Your Pipeline
The more you soft close, the better quality deals and opportunities will be in your pipeline. You will be removing any prospects who might have been pushed to move forward in discussions by hard closing tactics but have low intentions or probability of purchasing.

Other Steps You Need to Take
If you shift to being softer in your close attempts, keep in mind that it is critical to perform many of the other standard steps with the sales prospect. Here is a list of other things you must be sure to do.

Communicate Value
It is essential to communicate the value that you offer. This is talking about how your product or service will help the prospect, not just about what your product or service does.

Find Pain
You need to be consistent at finding out if the prospect has the pain points that you help to fix and making them aware of it.

Qualify
Before you soft close, be sure to qualify them. This will give you the confidence that they need what you have and that they will make the right decision.

 

SalesScripter will help you with closing the sales.