ClosingtheSALE

Ritson GautamSailendra SinghSamir AdhikariSuraj DhonjuYogesh Shrestha

Chapter-9

INTRODUCTION -Sales closing is a final step of a closing job

-The objections are carefully handled

-The prospect may decide to buy goods from the salesperson -The sales process closes with a vote of thanks

IMPORTANCE OF CLOSING THE SALE

-Test of Salesperson’s selling ability

-Income generating point

-Measurement of customer satisfaction

DIFFICULTIES IN CLOSING THE SALE

-Wrong attitude

-Poor sales presentation

-Poor habits and skills

OPPORTUNITIES FOR CLOSING THE

SALE

TIMING&

Be sure of the right timeUnderstand the closing signals

Plan the presentation to create sales opportunitiesLook for another opportunity if the trial close fails

ESSENTIALS FOR SUCCESSFUL CLOSING

-Maintain a positive attitude towards the prospect

-Keep control of the interview

-Understand the pace of customer’s response

-Help the customer buy

-Keep some selling points in reserve

-Sell the right item in the right amount

EFFECTIVE METHODSAND TECHNIQUESOF CLOSING

-Give the prospect a choice

-Commit acceptances from the prospect

-Summarize the selling points

-Get Decision on minor points

-The impending event method

-The balance - sheet method

-Special offer method

-The trial order method

..Continued

-The team – up method

-The contingent method

-The Standing Room Only (SRO) method

..Continued

ChoiceLoss proofObligationsSeek hidden objections Examination

THA NKYO U