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 closing technique that will do just that because it influences the customer to buy now. Conditional closing is when you give the customer a benefit or special treatment that he really wants. As part of this offer, you add a condition that gives you 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 offer something to the buyer, such as a discount on the price, an extended warranty, free delivery and any other concessions, be sure to add a condition that benefits them.

Here’s a common sales closing technique used in car sales. In the closing stage of the sales process, the customer wants to know if the car salesman can reduce the price further and suggest another 5% discount. The esplanade vendor is happy with the price because he built in some bargaining concession when he presented the asking price. But if the seller simply gives away the 5% discount, he hasn’t earned 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 closing technique, the car dealer would accept 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 close of sale, there are a few additional techniques you can use to make it even more effective:

make it a big deal

Make the extra discount seem really big. He shakes his head, takes a deep breath. Let them know that they really shouldn’t reduce the product any further. She then reluctantly agrees to his request for a discount, but only if he buys from you today.

blame your manager

In addition to making a big deal out of your request for a discount, you can also ask your manager or pretend to ask. Direct selling at the customer’s home can simulate calling your manager. Retail and yard sales can go to your manager’s office. Then you can tell the customer that the manager accepts the discount, but only if he signs today. You can be the good guy, arguing your case to the big bad boss. You did great 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 close technique work by giving the prospect 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 on the next delivery truck, so I can only give you a discount if we deliver it today.

With this technique, you will begin to see some of the objections and requests raised by customers as a way to close the sale instead of stopping it. This builds confidence in your sales skills and leads to more sales being closed. Creating your own adaptations, to use for common objections and requests your customers make of you, is the best way to learn how to close more sales with a conditional closing technique.