HOW TO CLOSE A SALE? CLOSING TECHNIQUES

A commitment to buy. A good selling person is a good closer 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’

Customer speak “ I value my money more than the benefits you offer me” 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 objection 22% gave up after the 2nd objection 16% gave up after the 3rd objection 10% 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 that is available

Now these 8% are the ones who asked for the order at least once 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 fast otherwise ask for some potential prospects