Closing strategies for selling your services

Mar. 14 2014Tomonori Yako

Today’s Agenda

Background settings

1. Why closing is so important?2. 3 Steps in closing3. You should and shouldn’t

Background settings (1)

• Your Business :

I am a trainer for selling this business

You are representatives

Potential customers(who wants to learn English)

English School (ex. MBA)

Background settings (2)

sign

thenlet customers sign

deliveryclosingproposeapproachtargeting

• Sales status: already proposed, just closing

Satisfy

giving satisfactionby reaching expectation

• Your missions:

Why is closing so important for us?

• Even if you have 100 targets, you can close only customers.

deliveryclosing

approach

targeting50%

drop off

60%drop off

10%drop off

60

15 13

15

Proposing and closing are very important for our business

propose

30 50%drop off

It’s like “love”.Verifying the mutual trust of

each other in closing is required.

3 Steps in “closing”

• Confirming first, then clarify and assure.Confirm proposal

assuringclarifyingproposalConfirmproposal

Ask questions

• Conditions• Price• How it works

ConfirmRecap Proposal

Last proposal I already sent…

3 Steps in “closing”

• Clarify if customer is alright or not.

assuringclarifyingConfirmproposalConfirmproposal

• Is everything alrightwith you?

Noconcern

• Let’s take a look at to your concerns.

Concernabout…

clarifying

3 Steps in “closing”

• Finally, make customer sign, and say appreciation.

assuringclarifyingConfirmproposalConfirmproposal

Confirm final agreements

Promisingwhat we can do

Signing, appreciation

Don’tforget

assuring

Relaxed teaching

You should

• Talking about our superiorityRecent awards

No.1 customer satisfaction score

Teachers workas one team

Business persononly

Customize anythingfor you

Why choose us

You should not doEscaping from customersGetting angry to customers

if you fall in love with customer…Focusing only for price

Conclusion

• You should talk about “superiority of us”

• You should not- get angry, - escape from customers,

also- love before closing

• 3 steps in “Closing”• Confirm proposal• Clarify concerns • Assure final agreement

• Closing is important because It’s like “love” Verifying the mutual trust

• Thank you

Question?