Hard Close vs Soft Close?
Here is a gem for start-ups and small businesses developing their sales and marketing strategies for 2023 and 2024. If you are an entrepreneur or self-employed, you must think about yourself like a sales rep or sales account executive who does this day in and out. And as a sales professional, it’s essential to understand the difference between a hard close and a soft close. Why? Because using the wrong sales closing strategy can cost you sales and income.
For some reason, whether we’re speaking about cold leads or warm prospects, it’s unfortunately not uncommon for small business owners who run their marketing and sales strategy to underestimate the importance of developing a solid PAO (the plan of attack) that intertwines the two. Nobody wants to invest thousands of dollars into a marketing strategy that generates leads but doesn’t equate to sales. However, you’d be surprised at how frequently this happens. This is why it’s crucial that every sales professional, including entrepreneurs and self-employed individuals, understand the sales process, including how to close a sale.
When to Use a Hard Close vs Soft Close
Here’s a quick overview of the two sales closing strategies:
A hard close is when you attempt to close the sale by pressuring the prospect into buying now. This usually happens by offering a discount that expires soon or when you can create a sense of urgency.
A soft close, on the other hand, is when you gently guide the prospect toward making a purchase decision. With a soft close, you’re not pressuring them into buying; instead, you’re simply trying to nudge them in the right direction so they see how your product or service can benefit them.
So, which sales closing strategy is better? Well, it depends on the situation. If you’re selling something time-sensitive (like an event ticket or a limited-time offer), then a hard close may be more effective. But if you’re selling a higher-priced item that requires more consideration, then a soft close may be more successful.
While we don’t want to focus on the marketing solutions here, you must develop a unified sales and marketing strategy that gives you the best chance to close as many sales as possible. Hearing a ‘no’ today doesn’t mean they won’t be interested tomorrow. So it’s crucial to create a sales plan that aligns with your marketing strategy to give you the best chance of achieving your business goals.
Which Do You Prefer, Hard Close vs Soft Close?
Sales, in layman’s terms, are about closing the deal and getting the prospect to say “yes.” But there are different ways to close a sale, and each has its pros and cons. Knowing how to use a hard close vs soft close strategy will help you increase sales and make more money. Ultimately, it’s essential to develop a sales plan that aligns with your marketing strategy and business goals to give yourself the best chance of success.
The bottom line is this: as a sales professional, you need to be familiar with both sales closing strategies and know when to use each one. By understanding the difference between a hard close vs soft close, you can make more sales and earn more income. Visit our sales page if you are interested in learning more sales best practices and tips. If you’re business needs additional help with developing or revamping your sales strategy, contact Chell Brown LLC, a Boston-based sales and marketing consulting agency. Hopefully, we’ve helped to explain hard close vs soft close and how it can help to make or break your business.