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Closing the sale
 

Closing the sale

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Closing the sale

Closing the sale

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    Closing the sale Closing the sale Presentation Transcript

    • Closing the Sale
      • Dr. Jim Burton
      • Marketing & Real Estate
      • Richards College of Business
    • Overview
      • When to Close
      • Overcoming Objections
      • Prepare for Many Closes
      • 12 Keys to Successful Closing
      • Some Techniques for Closing
      • A Multiple-Close Sequence
      • Six Sales Mistakes
    • When to Close
      • When the Prospect is Ready!
      • Read the Buying Signals
        • Buyer asks questions
        • Buyer asks other’s opinion
        • Buyer relaxes & becomes friendly
        • Pulls out a purchase order form
        • Buyer carefully examines product
    • Overcoming Objections
      • Always Be Closing (ABC)
      • Ask for the Order & Be Quiet
      • Get the Order, then Move On !
      • Use Multiple Closes
      • Overcome the FEAR of Closing
      • Use Planned & Well-Rehearsed Presentation
      • Ask, Ask, Ask !
    • Essentials of Closing Sales
      • Be Sure your Prospect Understands
      • Tailor your Close to each Prospect
      • Consider the Customer’s Point of View
      • Never Stop at First “NO”
    • Essentials of Closing - Continued
      • Recognize Buying Signals
      • Attempt a Trial Close
      • After Asking for Order - Be Silent !
      • Set High Goals
      • Develop Confident Attitude
    • 12 Keys to Close
      • Think Success ! Be Enthusiastic.
      • Plan your Sales Call.
      • Confirm your Prospect’s NEEDS in the Approach
      • Give a GREAT Presentation
    • 12 Keys to Close
      • Use Trial Closes
      • Smoke out the Prospect’s REAL Objections
      • OVERCOME the Real Objections
      • Use a Trial Close after Overcoming Each Objection
    • 12 Keys to Close
      • Summarize BENEFITS as related to Buyer’s NEEDS
      • Use Trial Close to Confirm Benefits/Needs
      • Ask for Order, then Silence
      • Leave the Door Open
      • Be a Professional
    • Common Closing Techniques
      • Alternative-Choice Close
      • Assumptive Close
      • Compliment Close
      • Summary-of-Benefits Close
      • Continuous-Yes Close
      • Minor-Points Close
    • Common Closing Techniques
      • T-Account or Balance Sheet Close
      • Standing-Room-Only Close
      • Probability Close
      • Negotiation Close: Value/Price
      • Laptop PC Close
    • Multiple-Close Sequence
      • Several Different Closes
      • Use Closing Techniques based on the Situation, p.362
    • Six Sales Mistakes
      • Tells instead of Sells
      • Over-Controls the Buyer
      • Doesn’t Recognize her NEEDS
      • Or Overcome with Benefits
      • Avoids Dealing w/Negative Attitudes Effectively
      • Makes WEAK Closing Statements