SKILL
Closing...a Book With Many Pages SELLING POWER EDITORS
Many salespeople think of closing as the last phase of a sales call. If you think of closing only as an ending, it may be the end of your sale. Prepare your customer for the final close well before the end of your meeting by using a variety of trial closes. Then use your best close for a dynamic finale.
Buyers signal interest in your proposal by making positive com- ments or asking questions. Listen for positive reactions to sales features, questions about delivery dates, color availability, warranties, service, or financing options.
6 | JULY 2016 SELLING POWER © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
BUILD TO A CLOSE It is hard for clients to say no when they’ve already said yes several times. Get agreement on small things before you ask for the order. These questions can begin with your needs analysis – “I’d like to
ask you a few questions that will help me understand your business needs. Is that all right with you?” Yes. To close, lead up to the big question: “Do you like the quality of this item?” Yes. “Are you happy with the colors you’ve selected?” Yes. “Can you get the financing?” Yes. “Then it seems we can go ahead with our agreement.” Yes. These are all closed questions, so be sure you will get a yes before you ask them!
ALTERNATIVE CLOSES Questions that give a customer a choice of two or three options are easy to answer. That’s why they have a higher success rate. Try using these suggestions: How:
How would you like these delivered
JANNOON028 /
SHUTTERSTOCK.COM
Help reps find a path to the close
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32