Successfully reported this slideshow.
You’ve unlocked unlimited downloads on SlideShare!
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 />
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.
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 />
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 />
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 />
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 />