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CHAPTER 12

CHAPTER 12. CLOSING SALE AND CONFIRMING PARTNERSHIP. STRATEGIC PLANNING FOR CLOSING THE SALE. REVIEW POSSIBLE BARRIERS TO CLOSING THE SALE(BUYING ANXIETIES) REVIEW CLOSING GUIDELINES PREPARE SEVERAL CLOSING METHODS ASK FOR ORDER MORE THAN ONCE PRACTICE CLOSING. GUIDELINES FOR CLOSING SALE.

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CHAPTER 12

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  1. CHAPTER 12 CLOSING SALE AND CONFIRMING PARTNERSHIP

  2. STRATEGIC PLANNING FOR CLOSING THE SALE • REVIEW POSSIBLE BARRIERS TO CLOSING THE SALE(BUYING ANXIETIES) • REVIEW CLOSING GUIDELINES • PREPARE SEVERAL CLOSING METHODS • ASK FOR ORDER MORE THAN ONCE • PRACTICE CLOSING

  3. GUIDELINES FOR CLOSING SALE • FOCUS ON DOMINANT BUYING MOTIVES • LONGER SELLING CYCLES REQUIRE MULTIPLE COMMITMENTS • NEGOTIATING THE TOUGH POINTS BEFORE ATTEMPTING THE CLOSE • AVOID SURPRISES AT CLOSE • DISPLAY HIGH DEGREE OF SELF CONFIDENCE

  4. KEEP PROSPECT INVOLVED • ACCOMMODATE BUYER’S COMMUNICATION STYLE • CHECK P 381 ESSENTIALS OF CLOSING SALE • EXHIBIT 12-5:12 KEYS TO SUCCESFUL SELLING • ASK FOR THE ORDER MORE THAN ONCE • RECOGNIZE CLOSING CLUES • VERBAL CLUES(QUESTIONS,RECOGNITIONS,OPINIONS,REQUREMENTS) • NONVERBAL(FRIENDLY,TAKE ORDER FORM,FACIAL EXPRESSION)

  5. SPECIFIC METHODS FOR CLOSING SALE • TRIAL CLOSE MAY RESULT IN CLOSE • SUMMARY OF BENEFIT CLOSE;EMPHASIZE VALUE ADDED BENEFIT • ASSUMPTIVE CLOSE • SPECIAL CONCESSION CLOSE • ALTERNATIVE CHOICE CLOSE • COMPLIMENT CLOSE

  6. BALANCE SHEET CLOSE (T-ACCOUNT) • MANAGEMENT CLOSE • DIRECT APPEAL CLOSE • STANDING ROOM ONLY CLOSE (AVOID IF YOU CAN) • CONTINUOUS YES CLOSE • MINOR POINT CLOSE • PROBABALITY CLOSE • COMBINATION CLOSES

  7. SIX COMMON MISTAKES OF UNSUCCESFUL SALES CALLS • TELLING INSTEAD OF SELLING;DON’T ASK ENOUGH QUESTIONS • OVERCONTROLS THE CALLS;TOO MANY CLOSE-ENDED QUESTIONS • NON RESPONSE TO CUSTOMER NEEDS THRU BENEFITS • GIVES BENFITS PREMATURLY WITHOUT RECOGNIZING NEEDS

  8. HANDLING OF NEGATIVE ATTITUDES INEFFECTIVELY • MAKE WEAK CLOSING STATEMENTS • POOR TIMING;WHEN AND HOW TO CLOSE IT

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