PowerPoint Presentation

Simple Steps To Become a Champion Closing The Sale

Your ExpectationsFully accountable for reaching goals and driving sales Also margins via close ratesIdentify the right product the first time (minimizing returns)Maximize each sale by offering complete solutionsSimply Ask for the Sale

What does each salesperson do for the team?Team Overview

Its All About The Right SaleClosing is the process used to bring your customer to a decision.

Closing is a logical progression of ideas bringing about a decision.

Everything you say during the sale is directed toward closing the sale.

Team Overview

Whats Your Best Close?The best close is an enthusiastic and excellent presentation. (Creating Excitement)

Closing is all about helping customers fulfill needs.

What could possibly go wrong?

What If They Say No Deal!

Most associates fear rejection. Why?

Basic InstinctsFEAR of making wrong decisions.This FEAR of making the wrong decision, will put people off making any buying decision. The how of closing involves several specific steps. Among these are the trial closes.

What are some characteristics of closers?

Master ClosersShows No Fear: Confident, relaxed and never pushy.Never Sells for Just a Commission: Has a belief in the products and services provided.Immune to Rejection: Never takes rejection personally.Highly Competitive: Sets goals and competes with self as well as othersAsks Every Customer!

Tai Chi Master

Red Light Green LightTrial close questions are like going through traffic lights. As long as the lights are green, you can keep on going.If you ever come to a red light, you have to stop. At the yellow lights, you either proceed cautiously or come to a stop, At that point, a change has to take place before you can proceed.

Hitting The Lights

As long as the guest gives you a "yes" (a green light) you can keep on moving with the presentation and progress toward the sale. When you hit a "no" (a red light) you have to stop, Handle the objection and then ask more questions.

What if I blink?

Once you have asked the close question, "SHUT UP!First person to talk, after the close question, takes the product /service. When you ask the close question allow the guest a chance to answer.If a guest hesitates to answer then just wait.

First Person To Blink

Step One

For every presentation you should have a close question that is designed encourage the purchase.

Memorize it, and ask it to get "results" from every presentation with confidence.

Dont let the fear of asking a customer to buy stop you.

Step TwoIf the guest is having a difficult time in making a decision then go into the physical action close and start filling out the G-Ticket Even if you have to leave it with him/her. By personalizing it with the G-Ticket it now becomes "his/hers"

Handling Indecision

Step ThreeIt is much easier for the guest to make decisions on minor points.

Trial close questions give you an indication of whether the guest is interested in making a purchase

Example: Would you like me to move forward?Can you picture yourself with this in your home?

Try a Trial Close