Sales Closing


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Tips and tricks of sales closing techniques.

Sales Closing

  1. 1. The Art of Closing<br />Naushad Hasan <br />
  2. 2. Agenda<br />1. The characteristics of top salespeople <br />2. The psychology of closing <br />3. How to recognize buying signals <br />4. Closing techniques<br />
  3. 3. The characteristics of top salespeople<br /><ul><li> Is aggressive
  4. 4. Is a winner
  5. 5. Is personable
  6. 6. Can prioritize
  7. 7. Knows when to call for help
  8. 8. Is product smart
  9. 9. Is a good listener</li></ul>“Winners are solution oriented. They are always looking for ways to solve problems and deal with challenges they face each day.” ~ Brian Tracey<br />
  10. 10. The characteristics of top salespeople, Cont..<br /><ul><li> Is empathetic
  11. 11. Takes direction well
  12. 12. Works the system
  13. 13. Is a team player
  14. 14. Is a good presenter
  15. 15. Treats the customer # 1
  16. 16. Never quits</li></ul>“If you are not continually learning and upgrading your skills, someone else is, and when you meet that person, you will lose” <br />~ Reed Buckley<br />
  17. 17. The characteristics of top salespeople, Cont..<br /><ul><li> Closes the deal
  18. 18. Has time management skills
  19. 19. Is money motivated
  20. 20. Has a good image / appearance
  21. 21. IS P E R S I S T E N T</li></ul>“When you get into this business, you will make a living. But when the business gets into you, you will make a great life.” ~ Brian Tracey <br />
  22. 22. The psychology of closing<br /><ul><li> Requirement # 1
  23. 23. Positivity, enthusiasm, and eagerness to close the sale</li></li></ul><li>The psychology of closing<br /><ul><li> Requirement # 2
  24. 24. Understanding prospects requirements</li></li></ul><li>The psychology of closing<br /><ul><li> Requirement # 3
  25. 25. Proposing the right solution meeting prospect’s needs. </li></li></ul><li>The psychology of closing<br /><ul><li> Requirement # 4
  26. 26. Winning the “T” factor </li></li></ul><li>The psychology of closing<br /><ul><li> Requirement # 5
  27. 27. WIFM</li></li></ul><li>The psychology of closing<br /><ul><li> Requirement # 6
  28. 28. Connecting the dots between You & Customers</li></li></ul><li>A few buying signals<br /><ul><li> Rapid Talking
  29. 29. Sudden Friendliness
  30. 30. Chin Rubbing
  31. 31. Question about price, terms, or delivery
  32. 32. Change in attitude, poster, or voice</li></ul>“If you are talking with a prospect and he begins rubbing his chin and thinking, stop talking immediately. Your customer has now gone inward and is no longer listening to you.” <br />~ Brain Tracey<br />
  33. 33. Closing Technique: The Ascending Close <br /><ul><li> This technique involves a series of questions, each of which leads to the next, with all questions requiring a “yes” answer.
  34. 34. It’s also called ‘The part-by-part’ close or the ‘automatic’ close.</li></ul>“When you come to the close, you must know exactly what you’re going to do and then just switch into the close exactly as you would shift gears in your car as you drove down the street.”<br />~ Brian Tracey<br />
  35. 35. Closing technique: Ben Franklyn Close<br /><ul><li> This technique involves comparisons of pros and cons of the decision. By analyzing the reasons for buying and compare them against the reasons for not buying.</li></ul>“The operative assumption is that someone, somewhere, has a better idea; and the operative compulsion is that to find out who has that better idea, learn it, and put it into action fast.” <br />~ Jack Welch<br />
  36. 36. Closing technique: The relevant story close<br /><ul><li> This technique involves telling a story matches the situation to close the sale.</li></ul>“All buying decisions are made by the right brain, so this is what you must appeal to.”<br />~ Brian Tracey<br />
  37. 37. A path to success…<br /> “The best news is that all sales skill, including closing, are learned and learnable. If you can drive a car, you can learn how to close the sale.” <br />~ Brian Tracey<br />