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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.

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how to close a sale

HOW TO CLOSE A SALE?

CLOSING TECHNIQUES

what is closing

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

Only one in 5 customers will ever volunteer an order

Those who don’t ask will lose the sale 80 % of the time

when prospects say no that means they do not know enough to say yes the selling job is not over yet

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
8/73 survey

Knowledge

  • product
  • application
  • financial
  • your customer’s business
  • your customer’s markets
  • competition
  • selling techniques
slide8

44% gave up after the 1st objection22% gave up after the 2nd objection16% gave up after the 3rd objection10% gave up after the 4th objectionTherefore 92% gave up after receiving upto 4 objections

slide11
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

Who are the best closers?

Children between the ages of 6 - 9 yrs

types of closing techniques
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
Reasons for failure to close
  • Fear of failure
  • Guilt
  • Imperception of need
  • Ineptness
  • Cultural taboos
the 6 words that really turn on customers
The 6 words that really turn on customers
  • Increase
  • improve
  • reduce
  • save
  • gain
  • new
closing techniques
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
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

Don’t make assumptions

Always ask for the order.

Never ASSUME

ASS U ME

getting to the right person
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?
what to do after closing the sale

What to do after closing the sale?

If you can - leave fast

otherwise ask for some potential prospects