1. Closing the Deal Presented By Andy Entwistle Sales & Marketing Consultant

2. CLOSING THE DEAL TIMES HAVE CHANGED….. Negotiation and Closing used to be: Confrontational Aggressive De-motivating Costly Negotiation and Closing is now: Professional & Mutual Effective & Efficient Relationship building Inspiring

3. CLOSING THE DEAL Modern closing techniques are likely to result in: 1/ The PROBABILITY of more business from that customer 2/ The POSSIBILITY of useful referrals Confrontational methods will achieve neither

4. CLOSING THE DEAL TIMING ‘HOW WILL I KNOW WHEN TO CLOSE?’ ‘Buying Signs’ ? You have a choice: A: Learn to be telepathic Become psychic Study degree-level body language ..or.. B: Prepare your ground Match their need Negotiate successfully Use the ULTIMATE CLOSE

5. CLOSING THE DEAL BEFORE THE DEAL Have all points have been negotiated and agreed? Have you summarised, clarified and confirmed every point? Have all decision makers and ‘swayers’ been involved and satisfied? Is the product or service ready to be delivered?

6. CLOSING THE DEAL THE CLOSING PROCESS - Use your ideas, words and approaches - Practice your chosen technique and use it with confidence - Have an easy ‘Escape Action’ - Don’t rattle the buyer!

7. CLOSING THE DEAL CLASSIC CLOSING TECHNIQUES The Alternate Close - minor commitments, greater buy-in The Wellington Close - competition; compare the Total Cost of Ownership The Assumed Close - assume the deal is done, but timetable as well The Half-Nelson Close - only with a good relationship; agree the sales in principle, then sort out the details

8. CLOSING THE DEAL CLASSIC CLOSING TECHNIQUES 2 The Puppy-Dog Close - try it out, then take it away The Conditional Offer - not the ‘now or never’, but this week or month The Direct Close - ‘please may I have the order’?

9. CLOSING THE DEAL CLASSIC CLOSING TECHNIQUES 3 Other techniques that can be included: - the budget close; does it fit the budget - the 3 offer close; the ideal is the one in the middle - balance sheet close; add up the pros and cons - opportunity close; show the cost of not buying - ownership close; act as if they own what you are selling

10. CLOSING THE DEAL THE ULTIMATE CLOSE The Ultimate Close, can be applied in part or as a whole, to every sales process The Ultimate Close offers many advantages: Clear added value Low impact closing Timed sales process High success rate High sales confidence

11. CLOSING THE DEAL THE ULTIMATE CLOSE 2, the process 1/ List the points to agree, decide the 2/ Apply a time scale to the process 3/ Work through the list, tick and confirm 4/ Review and confirm again during the process 5/ Ask for the order (choice of two!)

12. CLOSING THE DEAL ASKING FOR THE ORDER 1/ The confident question: Please may I have the order? ! 2/ The cautious question: Would this be a good time to ask for the order? !

13. CLOSING THE DEAL TURNING A ‘NO’ INTO A ‘YES’ Frankly, I’d be surprised if they said no! …but if they do….. Apologise Explain/excuse Ask for guidance Find out why & what In handing back the control you will help to build the relationship, and find out how to get the order!

14. Closing the Deal Presented By Andy Entwistle Sales & Marketing Consultant