CHAPTER 12

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