HOW TO CLOSE A SALE?
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Transcript of HOW TO CLOSE A SALE?
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HOW TO CLOSE A SALE?
CLOSING TECHNIQUES
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What is closing?
A commitment to buy. A good selling person is a good closer
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Only one in 5 customers will ever volunteer an order
Those who don’t ask will lose the sale 80 % of the time
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Never let a potential order go unasked for
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A ‘No’ is mostly a ‘No, not yet’,not a ‘No, not ever’
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When prospects say ‘No’, that means they do not ‘know’ enough to say ‘Yes’. The selling job is not
over yet.
Customer speak“ I value my money more than the
benefits you offer me”
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8/73 survey
Knowledge• product• application• financial• your customer’s business• your customer’s markets• competition• selling techniques
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44% gave up after the 1st objection22% gave up after the 2nd objection16% gave up after the 3rd objection10% gave up after the 4th objection
Therefore 92% gave up after receiving upto 4 objections
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73% of customers voiced 5 or more objections before being
sure of placing an order
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Therefore 8% of sales people will win 73% of the business
thatis available
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Now these 8% are the ones who asked for the order at least once. The salesmen who did not close
are not even in the race!
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Who are the best closers?
Children between the ages of 6 - 9 yrs
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Types of closing techniques
• Alternative choice closing• Assumptive close• Compliment close• Summary of benefits close• Continuous yes – close• Minor points close• Balance sheet close• Standing room only close• Probability close• Negotiation close
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Reasons for failure to close
• Fear of failure• Guilt• Imperception of need• Ineptness• Cultural taboos
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The 6 words that really turn on customers
• Increase• improve• reduce• save • gain• new
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CLOSING TECHNIQUES
• 74% alternative choice close• 9% concessional close• 7% summary close• 4% fear close• 3% verbal proof story close• and lastly just go ahead and ask for the
order
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Common mistakes during closing
• Telling instead of selling• Asking too many close-ended questions• Doesn’t respond to customer needs with benefits• Doesn’t recognise needs; gives benefits
prematurely• Doesn’t rcognise or handles negative attitudes
effectively• Doesn’t recognise when or how to close
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Don’t make assumptions
Always ask for the order.Never ASSUME
ASS U ME
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Getting to the right person
• M Money: Can they afford it?• A Authority: Can this person authorise ?• N Need: Do they need/want the product?
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If you don’t close, you are working for the competition
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What to do after closing the sale?
If you can - leave fastotherwise ask for some potential
prospects