1. HOW TO CLOSE A SALE?
CLOSING TECHNIQUES

2. 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

3. Only one in 5 customers will ever volunteer an order
Those who don’t ask will lose the sale 80 % of the time

4. Never let a potential order go unasked for

5. A ‘No’ is mostly a ‘No, not yet’, not a ‘No, not ever’

6. 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”

7. 8/73 survey Knowledge product application financial
your customer’s business
your customer’s markets
competition
selling techniques

8. 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

9. 73% of customers voiced 5 or more objections before being sure of placing an order

10. Therefore 8% of sales people will win 73% of the business that is available

11. 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!

12. Who are the best closers?
Children between the ages of yrs

13. 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

14. Reasons for failure to close
Fear of failure
Guilt
Imperception of need
Ineptness
Cultural taboos

15. The 6 words that really turn on customers
Increase
improve
reduce
save
gain
new

16. 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

17. 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

18. Don’t make assumptions
Always ask for the order.
Never ASSUME
ASS U ME

19. 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?

20. If you don’t close, you are working for the competition

21. What to do after closing the sale?
If you can - leave fast
otherwise ask for some potential prospects