Closing the SAle

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  • 1. 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
  • 2. 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
  • 3. The MarketingPlan1) Wholesalers’ andretailers’ point of view2) End users’ point ofview
  • 4. When you donot make asale….Be professionalBe optimisticGet suggestionsMake improvementsRe-establish relationship
  • 5. ClosingProcess of helpingpeople make adecision that willbenefit them.Does the productfulfill their needs?
  • 6. WHEN do youclose?Buying Signals:Asks QuestionsOpinionsRelaxationPurchase OrderFormExamines themerchandise
  • 7. HOW to Close?Be alert for closingsignalsAsk for the Orderand be QuietGet the Order thenMove on!
  • 8. Closing Under FireThe first “no” isn’t a necessary refusal to buy. React calmly to hostile situations.
  • 9. DifficultiesWith Closing:1) Lack of confidence2) Feels that the product is unnecessary3) Poor presentation
  • 10. 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
  • 11. 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. 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.
  • 13. 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
  • 14. ClosingTechniques1. Alternative Choice CloseProvides a choicebetween items2. Assumptive CloseSalesperson assumesthe prospect will buy3. Compliment CloseCompliments the buyer
  • 15. 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
  • 16. ClosingTechniques7. T-account CloseWeighing of pros and cons8. Standing-room-onlyCloseNow or never9. Probability CloseProbability of doingbusiness
  • 17. ClosingTechniques10. Negotiation CloseFinding ways to have afair deal11. Technology CloseUsing technology toclose
  • 18. Every Sale is a Negotiation Negotiation Close have a fair dealBe positive! Be helpful! Be concerned!
  • 19. Presence ofTechnologyTechnology Close-Shows buyers pastpurchases-Sales Trends-Payment Schedules
  • 20. 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
  • 21. 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?
  • 22. 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