by R Marie Taylor

Created on: September 04, 2008

How To Close: Hard Sell, Soft Sell and Turn-Over Techniques.

There are three basic closing techniques that can be applied to almost any sales environment.
The Hard Sell involves confronting objections head-on. This is usually employed during the closing process if the Closer feels that the prospective buyer is lying or playing games with no real intention of buying anything. The Hard Sell asks blunt and pointed questions to find out whether or not the person sitting across the table is actually willing and able to buy anything.

The Soft Sell involves developing a relationship with potential clients with an eye to developing repeat and referral business. The Soft Sell 'assumes the sale' and moves very naturally into completion once all parties are satisified and all concerns have been addressed. An example of relationship selling (aka Soft Sell), would be if a family contacted a real estate agent looking to sell their house, the agent has the potential to earn two commissions if the family sells their house with her and if they buy another house with her as well. In fact, if the family was really happy with the superior level of service and attention to detail during their transaction(s), then that agent could gain referrals of friends/neighbours/co-workers... from their client.

The agent could also send two letters to every household within 3 blocks of the house advertising the house when it hits the market. Someone in the neighbourhood could have a friend or family member interested in moving into the area and the house could sell because of that letter. The second letter would go out immediately after the house is sold and it should invite the reader to get in touch for a free valuation on their property. This letter could generate new business for years to come when and as people decide to sell. Closing the deal is ingrained in the entire sales process: Prospecting and actively seeking referrals off work you're currently doing, Providing excellent service and value for money, Assuming the prospect wants to close the deal.

Next is the Turn-Over Technique which usually involves a front-line of salespeople who are given the task of 'meeting and greeting' prospective buyers that have been lured to a showroom with the promise of a cheap prize.

The front-line sales-force must try to establish rapport with the prospects and get them to reveal possible motives to buy the product or service on offer. The presentation is usually light-hearted and features all sorts of

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