Welcome to Training Session CLOSING TECHNIQUES
Transcript of Welcome to Training Session CLOSING TECHNIQUES
Welcometo
Training SessionCLOSING TECHNIQUES
TRADITIONAL CLOSING TECHNIQUES
1. Now or Never Closes
2. Summary Closes
3. Sharp Angle Closes
MODERN SALES CLOSING
ASSUMPTIVE CLOSE
TAKE AWAY CLOSE
NOW OR NEVER
SOMETHING FOR NOTHING CLOSE
OBJECTION CLOSE
BEN FRANKLIN CLOSE
THE NEEDS CLOSE
THE SCALE CLOSESales Rep: “On a scale of one to ten, how interested are you in our product?”Prospect: “I’d say an eight.Sales Rep: “Wow! Great. Just curious, why an eight?”
Prospect: “I love your X, Y, and Z features and I have a feeling those are the features that are going to help our company the most.
Sales Rep: “Most of our customers love them. I see these are great reasons, but I’m curious why it’s not a ten”
Prospect: “Despite your product having such great features, we feel that it’s a little too pricey.”
Sales Rep: “I agree. But when you start using the product, you will realize that the ROI on the product compared to the price you pay will be so clear that the cost would barely matter. We have never had an existing customer come back and complain about the price.”
THE EMPATHY CLOSE
THE ARTISAN CLOSE
THE ALTERNATIVE/MINOR CLOSE
THE BEST TIME TO CLOSE
THE CALENDAR CLOSE
THE TESTIMONIAL CLOSE
THE DOORKNOB TECHNIQUE