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HOW TO CLOSE A SALE?

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?

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  1. HOW TO CLOSE A SALE? CLOSING TECHNIQUES

  2. 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. 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 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

  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 thatis available

  11. 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 6 - 9 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

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