One on recognizing closing singles during sales
0 likes475 views
The document discusses different methods for closing a sale. It begins by explaining that closing a sale means obtaining a customer's agreement to purchase. It describes buying signals that indicate a customer is ready to buy and introduces the trial close as an initial method to test readiness. Several specialized closing methods are then outlined, including the which close to compare options, standing-room-only close for limited supplies, direct close by directly asking for the sale, and service close to address obstacles. The document concludes that failing to close is normal and to invite the customer back while gaining experience will help improve closing skills.
One on recognizing closing singles during sales
- 2. How to Close a Sale The buying signals that a customer sends. The rules for closing a sale. The specialized methods of closing a sale. What Youll Learn
- 4. Closing the sale . . . . . . is obtaining positive agreement from the customer to buy.
- 5. Timing the Close Buying Signals things customers do or say to indicate a readiness to buy. Comments Facial expression. Body language Actions
- 6. Trial Close The initial effort to close the sale. Tests the readiness of a customer. Beneficial because you will learn, even if the customer is not ready. Beneficial because you may reach your goal.
- 7. Good salespersons . . . Recognize closing opportunities Help customers make a decision Create an ownership mentality Dont talk too much and dont rush a customer
- 8. Specialized Methods for Closing the Sale Which Close encourages a customer to make a decision between two items. Review the benefits of each item Ask, Which do you prefer?
- 9. Specialized Methods for Closing the Sale Standing-Room-Only Close used when a product is in short supply or when the price will be going up in the near future. Use only when honestly called for May be perceived as high pressure tactic Say, Im sorry, but I cant promise that Ill be able to make you this same offer later. Often used with high-demand real estate
- 10. Specialized Methods for Closing the Sale Direct Close directly ask for the sale. Use when the buying signal is strong. Can I assume that were ready to talk about the details of your order? How would you like to pay for this purchase?
- 11. Specialized Methods for Closing the Sale Service Close Explains obstacles that require special service in order to close the sale. Gift wrapping Return policy Warranties Bonuses or premiums Help paying for the item offer credit
- 12. Failure to Close the Sale Dont despair Invite the customer to shop in your store again Business-to-business sales are rarely closed on the first call ask if you can call again. Practice and experience will help
- 13. Thank You