Sales Closing Technique

8/13/2019 Sales Closing Technique

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8-1

Closing the Sale andClosing the Sale and

Follow-upFollow-up

88


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8-2

CLOSING THE SALE AND FOLLO-!"


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8-3


Lea#ning O$%e&ti'es

( De)ine &losing and e*plain how &losing )its intothe #elationship-selling +odel

( !nde#stand di))e#ent &losing +ethods andp#o'ide e*a+ples o) ea&h

( Dis&uss the &on&ept o) #e%e&tion and wa,s todeal with it

( Identi), 'a#ious non'e#$al $u,ing signals

( now when to t#ial &lose


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8-4


Lea#ning O$%e&ti'es

( .e&ogni/e and a'oid &o++on &losing+ista0es

( E*plain aspe&ts o) )ollow-up that enhan&e&usto+e# #elationships


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( The &lose should $e pa#t o) a natu#alp#og#ession o) the dialogue with the&usto+e#

( !se &losing s0ills at the appropriatepoint inthe &usto+e# dialogue 1 not just at theend

(!se a&ti'e listening s0ills to identi),&usto+e# $u,ing signals 'e#$al andnon'e#$al3 th#oughout the sales &all 1e*a+ples a#e gi'en on late# slides

Selling is Not a Linea# "#o&ess


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8-6


( Ta0e the &usto+e#4s pe#spe&ti'e in &losing

( !se the $est app#oa&h to &losing5 $ased on

the &i#&u+stan&es

Selling is Not a Linea# "#o&ess


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Closing 6ethods

( Assu+pti'e Close

( 6ino# "oint Close

( Alte#nati'e

Choi&e Close

( Di#e&t Close

( Su++a#,-o)-

7ene)its Close

( 7alan&e SheetClose

( 7u,-Now Close


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Assu+pti'e Close

( I can ship it to you on Monday. Ill goahead and schedule that.

( Lets get this paperwork filled out so we

can get the order into the system.

( You need Model 4 to meet your

specifications. Ill call and reser!e one for

you.

Allows the salespe#son to 'e#$ali/e the

assu+ption to see i) it4s &o##e&t


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6ino# "oint Close

( "hat color do you prefer#

( $o you want to use our special credit

terms#

( "hen would you like our technical crewto do the installation#

Fo&uses the $u,e# on a s+all ele+ent

o) the de&ision


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Alte#nati'e Choi&e Close

( "hich works %est for your application&

Model '' or Model (#( "ould you like this deli!ered tomorrow&

or would Monday %e %etter#

( $o you want it with or without theser!ice agreement#

Gi'es the $u,e# +ultiple 'ia$le options


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Di#e&t Close

( It sounds to me as though you are ready

to make the %uy. Lets get the order into

the system.

( If there are no more )uestions I can

answer& I would sure like us to do

%usiness today. "hat do you say#

Si+pl, as0s )o# the o#de#

C OS G S O O


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Su++a#,-o)-7ene)its Close

( Ms. *uyer& we!e agreed that our

product will su%stantially upgrade your

technical capa%ilities& allow you to attract

new %usiness& and all the while sa!e youmoney& isnt that right# Lets go ahead

and place the order today. I will ha!e my

ser!ice technician out to train your staff

ne+t week.

.e'iews the $ene)its a&&epted5#e+inds $u,e# wh, the, a#e

i+po#tant5 then as0s )o# the o#de#

CLOSING THE SALE AND FOLLO !"


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7alan&e Sheet Close

( Mr. *uyer& lets take a few minutes to list

out and summari,e the reasons this

purchase makes sense for you& and also

list any remaining )uestions you mayha!e. -his will help us make the right

decision.

2 &olu+n list 9.easons )o# 7u,ing: and9.e+aining ;uestions


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7u,-Now Close

( "e ha!e a price increase on this

product effecti!e in two weeks. rders

placed today can %e guaranteed to ship

at the current price.

( My company is running a special this

week. -his product is currently '/percent off the regular price.

( Im almost out of stock on this product in

our warehouse.

C#eates a sense o) u#gen&, with the$u,e# #eason +ust $e honest3



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Dealing with .e%e&tion

=< .e+e+$e# the di))e#en&e $etween sel)-wo#thand pe#)o#+an&e

2< Engage in positi'e sel)-tal0

>< Don4t assu+e youa#e the p#o$le+

?< "ositi'el, anti&ipate the possi$ilit, o) #e%e&tion

and it will not o'e#whel+ ,ou

@< Conside# that the de&ision not to $u, +a, ha'e

unde#l,ing #easons



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Attitude is I+po#tant

( Attitude 1 state o) +ind o# )eeling with

#ega#d to a pe#son o# thing

( A positi'e attitude &o+$ined with

tena&it, &loses +o#e sales



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e#$al 7u,ing Signals

( hen the &usto+e#

( Gi'es positi'e )eed$a&0 1 I like the new

features you descri%ed.

( As0s Buestions 1 "hat colors does it comein#

( See0s othe# opinions 1 "ho are someother firms that ha!e %ought your productrecently#



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e#$al 7u,ing Signals

( hen the &usto+e#

( "#o'ides pu#&hase #eBui#e+ents 1

My orders must %e split among four

warehouses.



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Non'e#$al 7u,ing Signals

( 7u,e# is #ela*ed5 )#iendl,5 open

( 7u,e# $#ings out pape#wo#0 to

&onsu++ate pu#&hase

( 7u,e# e*hi$its positi'e

gestu#ese*p#essions

( 7u,e# pi&0s up sa+ple ando#

lite#atu#e and e*a+ines it



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T#ial Close

( Can $e used at any timedu#ing the

sales p#o&ess

( 6a, eli&it a negati'e #esponse

$e&ause $u,e# is not #ead, to

pu#&hase

( A trial&lose that wo#0s $e&o+es the

&lose



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Co++on Closing 6ista0es

( 7ad attitude

( Ine))e&ti'e p#eapp#oa&h

( Not listening

( 9One si/e )its all: app#oa&h

( !n&e#taint, a$out post-&losing a&tion



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( "#odu&t deli'e#,

( C#edit and $illing

( Installation o) eBuip+ent

( Custo+e# t#aining

( "#odu&t pe#)o#+an&e

Co++on "ost-Sale Co+plaints



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( Listen &a#e)ull, to the &usto+e#

( Ne'e# a#gue

( Alwa,s show e+path,

( Don4t +a0e e*&uses

Handling "ost-Sale "#o$le+s



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( 7e s,ste+ati&

( 6a0e notes a$out e'e#,thing

( E*p#ess app#e&iation

Handling "ost-Sale "#o$le+s



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( Custo+e# satis)a&tion

( Custo+e# #etention and lo,alt,

( .ee*a+ine the 'alue added

( .eset &usto+e# e*pe&tations asneeded

Othe# e, Follow-!p A&ti'ities

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Sales Closing Technique