HOW TO CLOSE A SALE?
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Transcript of HOW TO CLOSE A SALE?
HOW TO CLOSE A SALE?
CLOSING TECHNIQUES
What is closing?
A commitment to buy. A good selling person is a good closer
Only one in 5 customers will ever volunteer an order
Those who don’t ask will lose the sale 80 % of the time
Never let a potential order go unasked for
A ‘No’ is mostly a ‘No, not yet’,not a ‘No, not ever’
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”
8/73 survey
Knowledge• product• application• financial• your customer’s business• your customer’s markets• competition• selling techniques
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
73% of customers voiced 5 or more objections before being
sure of placing an order
Therefore 8% of sales people will win 73% of the business
thatis available
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!
Who are the best closers?
Children between the ages of 6 - 9 yrs
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
Reasons for failure to close
• Fear of failure• Guilt• Imperception of need• Ineptness• Cultural taboos
The 6 words that really turn on customers
• Increase• improve• reduce• save • gain• new
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
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
Don’t make assumptions
Always ask for the order.Never ASSUME
ASS U ME
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?
If you don’t close, you are working for the competition
What to do after closing the sale?
If you can - leave fastotherwise ask for some potential
prospects