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

A ‘No’ is mostly a ‘No, not yet’,not a ‘No, not ever’

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

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

44% gave up after the 1st objection22% gave up after the 2nd objection16% gave up after the 3rd objection10% gave up after the 4th objection

Therefore 92% gave up after receiving upto 4 objections

73% of customers voiced 5 or more objections before being

sure of placing an order

Therefore 8% of sales people will win 73% of the business

thatis available

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?

Children between the ages of 6 - 9 yrs

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

• Fear of failure• Guilt• Imperception of need• Ineptness• Cultural taboos

The 6 words that really turn on customers

• Increase• improve• reduce• save • gain• new

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

• 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

Always ask for the order.Never ASSUME

ASS U ME

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?

If you don’t close, you are working for the competition

What to do after closing the sale?

If you can - leave fastotherwise ask for some potential

prospects