What Makes a Good Closer? Ask for the order and be quiet Get the order—then politely leave! The Close

How Many Times Should You Close? Must be able to use multiple closes Three closes is a minimum –With practice you will learn to close multiple times without appearing pushy

Closing Under Fire The first “no” from the prospect isn’t necessarily an absolute refusal to buy

Difficulties With Closing Closing can be the easiest part of the presentation Salespeople may fail to close because –They are not confident in their ability to close –They determine that the prospect does not need the quantity or type of merchandise, or that the prospect should not buy –They may not have worked hard enough in developing a customer profile and customer benefit plan

Twelve Keys to a Successful Closing

Techniques for Closing the Sale: Which Close Should be Used?

Example: The Alternative-Choice Close is an Old Favorite “ Would you prefer the Xerox 6200 or 6400 copier?” Study this question. It assumes… –The customer has a desire to buy one of the copiers –The customer will buy –And allows the customer a preference –It provides a choice between products, not between a product and nothing –By presenting a choice, you receive a “yes” decision or uncover objections

“Would you prefer the Xerox 6200 or 6400 copier?” “I’m not sure.”, says the customer Continue with your FABs

If you see customer likes both 6200 and 6400 and appears indecisive, you can ask: –“Is there something you are unsure of?” This question probes to find out why your prospect is not ready to choose “Would you prefer the Xerox 6200 or 6400 copier?”

Prepare a Multiple-Close Sequence Different closing techniques work best for certain situations Multiple closes incorporate techniques for overcoming objections

Prepare a Multiple-Close Sequence By keeping several different closes ready in any situation, you are in a better position to close more sales Multiple closes incorporate techniques for overcoming objections

Multiple Closes Incorporating Techniques for Overcoming Objections

Examples of Closing Techniques Based on Situations

When You Do Not Make the Sale Know that you cannot always sell everyone Don’t take buyer’s denial personally Be courteous and cheerful Leave the door open

Let’s Review: The Parallel Dimensions of Selling Selling Process Buyer’s Mental Steps Prospecting Interest Explain Business Prop. List Price, Shipping Cost, Discounts, Financing, ROI, Value Analysis Suggest Purchase Product, Quantity, Features, Delivery, Installation, Price Money Authority Desire Present Marketing Plan Availability, Delivery, Guarantee, Installation, Maintenance, Promotion, Training, Warranty Presentation Discuss Product Present Marketing Plan Explain Business Prop. Suggest Purchase Discuss Product Show Feature Explain Advantage Lead Into Benefit Let Customer Talk Desire Conviction Preapproach Follow-up & Service AttentionApproach Presentation Trial Close Determine Objections Meet Objections Trial Close Close Purchase