Closing a deal in the logistics industry is not an easy task, especially for brokers in third-party logistics (3PL) providers. However, the ability to close a deal effectively can make all the difference in the success of a 3PL brokerage. In this blog, we’ll explore the different types of closes for brokers in 3PL and how to optimize them for maximum results.

Types of Closes:

  1. The Assumptive Close

The assumptive close is one of the most effective techniques in sales. It assumes that the customer has already made a decision and asks for confirmation. For example, “Can we move forward with the paperwork to get your shipment scheduled?” This close is useful when the customer has shown a positive attitude throughout the conversation.

  1. The Trial Close

The trial close is a technique used to test the waters and gauge the customer’s interest level. For example, “If we can offer you a guaranteed delivery date, would that be something you’re interested in?” This close helps you to understand the customer’s needs better and offer a solution that fits their requirements.

  1. The Direct Close

The direct close is a straightforward technique that gets right to the point. For example, “Can we agree on the terms and sign the contract now?” This close is useful when the customer has already shown a high level of interest and is ready to make a decision.

  1. The Summary Close

The summary close is a way to summarize the customer’s needs and how your company can meet those needs. For example, “Based on what you’ve told me, it seems like our services are the perfect fit for your business. Let’s get started.” This close helps to reinforce the customer’s decision to work with your company.

  1. The Urgency Close

The urgency close is a technique that creates a sense of urgency for the customer to take action. For example, “Due to the high demand for our services, I can only hold this spot open for 24 hours. Can I secure your spot now?” This close helps to create a sense of scarcity and encourages the customer to take immediate action.

  1. The Fear of Loss Close

The fear of loss close is a technique used to show the customer the potential loss if they don’t take action. For example, “If you don’t sign up for our services, you risk falling behind your competitors.” This close helps to create a sense of urgency and encourages the customer to take immediate action.

  1. The Price-Reduction Close

The price-reduction close is a technique used to reduce the price to close the sale. For example, “I understand the budget constraints, so we can offer you a 10% discount if you sign up for a long-term contract.” This close helps to overcome objections related to cost and helps to close the sale.

  1. The Bait and Switch Close

The bait and switch close is a technique used to show the customer a lower-priced option, then switch to the higher-priced option. For example, “We have a lower-priced option that might meet your needs, but I highly recommend our premium package for the added benefits.” This close helps to highlight the value of the higher-priced option and encourages the customer to upgrade.

  1. The Benefit Close

The benefit close is a technique used to focus on the benefits of the product or service to close the sale. For example, “Our logistics solutions can save you time and money, which will allow you to focus on growing your business.” This close helps to highlight the benefits of working with your company and encourages the customer to take action.

  1. The Referral Close

The referral close is a technique used to ask for referrals from satisfied customers. For example, “Do you know anyone who could benefit from our logistics services? We would be happy to help them too.”

Statistics and Facts:

  • According to HubSpot, only 1 in 5 salespeople ask for the sale more than once, and 44% of salespeople give up after one follow-up.
  • A study by Gong.io found that the most effective closing techniques for B2B sales are the assumptive close, the summary close, and the urgency close.
  • The trial close is often used in complex sales, where the sales cycle can take several months, according to SalesHacker.

Optimizing Your Closes:

  • Identify the prospect’s needs: Before you can effectively close a deal, you need to understand the prospect’s needs and how your solution can help them.
  • Use the right technique: Different closes work better in different situations. Use the trial close to identify objections, the assumptive close when the prospect has shown positive interest, the summary close to reinforce value, and the urgency close when time is of the essence.
  • Address objections: Anticipate objections and address them before they arise. This will help build trust with the prospect and increase your chances of closing the deal.
  • Practice, practice, practice: Closing deals is a skill that can be honed with practice. Role-play different scenarios with your team and identify areas for improvement.

In conclusion, mastering the art of closing deals in 3PL requires a combination of skills, techniques, and practice. By identifying the prospect’s needs, using the right technique, addressing objections, and practicing regularly, brokers can significantly increase their success rate in closing deals.