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Situations:a) Give the insurance;the doctor will be the oneto check the realsituationb) Give the insurance; noone will find out the realsituationc) Don’t give theinsurance thus losing thepossible sales contract
Keys to Improved Selling Ask questions Handle negative attitudes properly Present benefits to their needs Benefit summary and closing action plan Establish a balanced dialogue
The MarketingPlan1) Wholesalers’ andretailers’ point of view2) End users’ point ofview
When you donot make asale….Be professionalBe optimisticGet suggestionsMake improvementsRe-establish relationship
ClosingProcess of helpingpeople make adecision that willbenefit them.Does the productfulfill their needs?
WHEN do youclose?Buying Signals:Asks QuestionsOpinionsRelaxationPurchase OrderFormExamines themerchandise
HOW to Close?Be alert for closingsignalsAsk for the Orderand be QuietGet the Order thenMove on!
Closing Under FireThe first “no” isn’t a necessary refusal to buy. React calmly to hostile situations.
DifficultiesWith Closing:1) Lack of confidence2) Feels that the product is unnecessary3) Poor presentation
Essentials ofClosing Salesa) Prospect must understandwhat you sayb) Always present a completestory to ensure understandingc) Tailor your close to eachprospectd) Consider customers pointof viewe) Never stop at first nof) Learn to recognize buyingsignals
12 Keys to SuccessfulClosing1. Think success!2. Plan your sales call.3. Confirm your prospect’s needs.4. Give a great presentation.5. Use trial closes .6. Smoke out a prospect’s real objections.
12 Keys to Closing a Sale7. Overcome real objections.8. Use a trial close after overcoming each objection.9. Summarize benefits as related to a buyer’s needs.10. Use a trial close to confirm step 9.11. Ask for the order then be quiet.12. Leave the door open. Act as a professional.
Alternative- close Technology Assumptive Negotiation Compliment Why not pick several? Summary-of- Probability benefits Standing- Continuous- room-only yes T-account Minor-pointsTechniques for Closing
ClosingTechniques1. Alternative Choice CloseProvides a choicebetween items2. Assumptive CloseSalesperson assumesthe prospect will buy3. Compliment CloseCompliments the buyer
ClosingTechniques4. Summary-of-Benefits CloseSummarize benefits ofproducts5. Continuous-yes CloseSummarize benefit questionsthat the prospect must answer6. Minor-points CloseAsk the prospect to make adecision on a minor, singleproduct
ClosingTechniques7. T-account CloseWeighing of pros and cons8. Standing-room-onlyCloseNow or never9. Probability CloseProbability of doingbusiness
ClosingTechniques10. Negotiation CloseFinding ways to have afair deal11. Technology CloseUsing technology toclose
Every Sale is a Negotiation Negotiation Close have a fair dealBe positive! Be helpful! Be concerned!
Selling TipsPrepare a multiple-close sequence Puts you in better position to close more salesClose based on thesituation Certain techniques work best for certain situation
Research!Improves salesperformanceAnswers two key questions:a) What makes one sales call a success and another failure?b) Do sales people make common mistakes that prevent success?
Six Common Mistakes Tells instead of Doesn’t recognize sells, doesn’t ask needs, gives enough questions benefits Over-controls the prematurely call, asks too many Doesn’t recognize closed-end or handle negative questions attitudes effectively Doesn’t respond to Makes weak closing customer needs statements, doesn’t with benefits recognize when or how to close