Usp d1 closing the deal


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Usp d1 closing the deal

  1. 1. Closing the Deal<br />Presented By<br />Andy Entwistle<br />Sales & Marketing Consultant<br />
  2. 2. CLOSING THE DEAL<br />TIMES HAVE CHANGED…..<br />Negotiation and Closing used to be:<br />Confrontational<br />Aggressive<br />De-motivating<br />Costly<br />Negotiation and Closing is now:<br />Professional & Mutual<br />Effective & Efficient<br />Relationship building<br />Inspiring<br />
  3. 3. CLOSING THE DEAL<br />Modern closing techniques are likely to result in:<br />1/ The PROBABILITY of more business<br /> from that customer<br />2/ The POSSIBILITY of useful referrals<br />Confrontational methods will achieve neither<br />
  4. 4. CLOSING THE DEAL<br />TIMING<br />‘HOW WILL I KNOW WHEN TO CLOSE?’<br />‘Buying Signs’ ?<br />You have a choice:<br />A: Learn to be telepathic<br /> Become psychic<br /> Study degree-level body language<br />..or..<br />B: Prepare your ground<br /> Match their need<br /> Negotiate successfully<br /> Use the ULTIMATE CLOSE<br />
  5. 5. CLOSING THE DEAL<br />BEFORE THE DEAL<br />Have all points have been negotiated and agreed?<br />Have you summarised, clarified and confirmed every point?<br />Have all decision makers and ‘swayers’ been involved and satisfied?<br />Is the product or service ready to be delivered? <br />
  6. 6. CLOSING THE DEAL<br />THE CLOSING PROCESS<br /> - Use your ideas, words and approaches<br /> - Practice your chosen technique and use it with<br /> confidence<br /> - Have an easy ‘Escape Action’<br /> - Don’t rattle the buyer!<br />
  7. 7. CLOSING THE DEAL<br />CLASSIC CLOSING TECHNIQUES<br />The Alternate Close<br /> - minor commitments, greater buy-in<br /> The Wellington Close<br /> - competition; compare the Total Cost of Ownership<br />The Assumed Close<br /> - assume the deal is done, but timetable as well<br />The Half-Nelson Close<br /> - only with a good relationship; agree the sales<br /> in principle, then sort out the details<br />
  8. 8. CLOSING THE DEAL<br />CLASSIC CLOSING TECHNIQUES 2<br />The Puppy-Dog Close<br /> - try it out, then take it away<br /> The Conditional Offer<br /> - not the ‘now or never’, but this week or month<br />The Direct Close<br /> - ‘please may I have the order’?<br />
  9. 9. CLOSING THE DEAL<br />CLASSIC CLOSING TECHNIQUES 3<br />Other techniques that can be included:<br /> - the budget close; does it fit the budget<br /> - the 3 offer close; the ideal is the one in the middle<br /> - balance sheet close; add up the pros and cons<br /> - opportunity close; show the cost of not buying<br /> - ownership close; act as if they own what you<br /> are selling<br />
  10. 10. CLOSING THE DEAL<br />THE ULTIMATE CLOSE<br />The Ultimate Close, can be applied in part or as a whole, to every sales process<br /> The Ultimate Close offers many advantages:<br />Clear added value<br />Low impact closing<br />Timed sales process<br />High success rate<br />High sales confidence<br />
  11. 11. CLOSING THE DEAL<br />THE ULTIMATE CLOSE 2, the process<br />1/ List the points to agree, decide the<br /> 2/ Apply a time scale to the process<br />3/ Work through the list, tick and confirm<br />4/ Review and confirm again during the process<br />5/ Ask for the order (choice of two!)<br />
  12. 12. CLOSING THE DEAL<br />ASKING FOR THE ORDER<br />1/ The confident question:<br />Please may I have the order? !<br />2/ The cautious question:<br />Would this be a good time to ask for the order? !<br />
  13. 13. CLOSING THE DEAL<br />TURNING A ‘NO’ INTO A ‘YES’<br />Frankly, I’d be surprised if they said no!<br />…but if they do…..<br />Apologise<br />Explain/excuse<br />Ask for guidance<br />Find out why & what<br />In handing back the control you will help to build the relationship, and find out how to get the order!<br />
  14. 14. Closing the Deal<br />Presented By<br />Andy Entwistle<br />Sales & Marketing Consultant<br />