Sales closing toolbox indranil bhaduri

3,750 views

Published on

Sales closing toolbox indranil bhaduri

Published in: Business, Technology
2 Comments
7 Likes
Statistics
Notes
No Downloads
Views
Total views
3,750
On SlideShare
0
From Embeds
0
Number of Embeds
26
Actions
Shares
0
Downloads
272
Comments
2
Likes
7
Embeds 0
No embeds

No notes for slide

Sales closing toolbox indranil bhaduri

  1. 1. SALES CLOSING TOOLBOX
  2. 2. INDRANIL BHADURIbuyindranil@gmail.com
  3. 3. WHAT IS A CLOSE?• When does closing begin?• What are the communication tools of great closer?• What are the greatest destroyers of sales?• What are reasons people don’t buy?• What do sales people really do when they close?
  4. 4. 1-2-3 CLOSE Close with the principle of three• This product is cheaper, faster and more reliable than the competition.• The houses here are better-looking, better-built and better-equipped than those on the other development.• If you buy today, we will give you insurance, tax and a full tank of fuel
  5. 5. TRIAD
  6. 6. ADJOURNMENT CLOSE Do not go for the sale now. give them time to think “This is an important decision for you and I think you need time to consider how important it is. Shall we discuss the details further next time I see you?”“I can see youre thinking very carefully about this. Shall I come back next week to see how you are progressing then?”
  7. 7. ADJOURNMENT CLOSE
  8. 8. AFFORDABLE CLOSEHow much per month can you afford?...yes, we can make a deal for that...The initial costs seems high, but by the end of the year you will have recovered the costs.The basic model will fit into your price range.The maintenance costs on this are very low.The cost per page of this printer is the lowest in class.If we can bring the price down to what you say, will you buy today?
  9. 9. AFFORDABLE CLOSE
  10. 10. ALTERNATIVE CLOSE• Would you prefer the red one or the yellow one?• Would you like one packet or two?• Which of these three instruments seems best for you?• Shall we meet next week or the week after?
  11. 11. ALTERNATIVE CLOSE
  12. 12. ARTISAN CLOSE“This Kitchen Mixer has been designed by skilled engineers and designers who have literally thousands of hours of study behind them” “It may seem like a simple adjustment, but it took three years of training to know how to make the right adjustment”
  13. 13. ASK THE MANAGER CLOSEIm sorry thats all the discount Imallowed to give. But were a bit belowtarget and Im sure if I ask my managershe might shave a little more off for you. Isthat ok?
  14. 14. ASK THE MANAGER CLOSE
  15. 15. ASSUMPTIVE CLOSE1.When shall we deliver it to you?2.What will your friends say when they see it?3.Will 20 cases be enough?4.Where will you put it?acting AS IF they are ready to decide
  16. 16. ASSUMPTIVE CLOSE
  17. 17. BALANCE SHEET CLOSE/ ABRAHAM LINCOLN CLOSE / BEN FRANKLIN CLOSE *****Add up the pros and thecons
  18. 18. BEST TIME CLOSE1.We only bring these into stock for the Christmas season.2.Summer is coming. Do you have all the garden furniture you need?3.The forecast for next week is for sun. We have limited stocks of sun lotion.4.If you were going to start saving money, when would you start?
  19. 19. BEST TIME CLOSE
  20. 20. BONUS CLOSE1.You know, Ive had a good day and am going to give you batteries for free.2.Hold onto your money: Im going to add an extra towel to the pile.3.Well, youre a valuable customer so I wont charge for delivery.Equation: delight = expectation + 1
  21. 21. BONUS CLOSE
  22. 22. BRACKET CLOSE Make three offers - with the target in the middle1.A really good option is with Bosch units, hardwood tops and matching edging. This is remarkably good value. 2.If you are on a very tight budget, we do have some basic units, a nice laminate finish and matching surrounds.
  23. 23. CALCULATOR CLOSE Right, the label price is 1200. Hold on a minute ... right, with the sale reduction and the extra discount for today ... does that look right to you?• Do not offer verbal discount• use calculator to show discount
  24. 24. CALENDAR CLOSEWhen shall we make the next meeting?Are you free next Wednesday at 3pm?What new things shall we discuss next week?
  25. 25. COMPANION CLOSEHello young man, thats a nice hat! Do you like shoes too?...Do you like these?Good day sir, madam...You seem to like this too, madam...Which shade is best?...
  26. 26. COMPANION CLOSE
  27. 27. COMPLIMENT CLOSEThat dress looks really good on you, madam.Your friends will be impressed when you show it to them.
  28. 28. CONCESSION CLOSEGive them a concession in exchange for the closeI f I reduce the price by 10%, will you take the product today?Well, I think you deserve a free case with this.
  29. 29. CONDITIONAL CLOSEYou say you want a red one. If I can phone up and get you one, will you take it today?If we can figure out the finance for you, will you choose this one?If I get you a cup of coffee, would you like to sit down and look through the brochure?Always If I...will you... rather than Will you...if I...
  30. 30. CONDITIONAL CLOSE
  31. 31. COST OF OWNERSHIP CLOSE1.Competing systems may seem cheaper, but when you take into account installation, maintenance and the lifetime of the product, this system is about half the price!2.Because we are so confident about the reliability of our systems, we charge only half the price of our competitors. That means the monthly cost is far less.
  32. 32. COURTSHIP CLOSEYou know, its just so wonderful how you look in that coat.Its so lovely talking to a person like you...No, its no issues at all...Let me take that for you.I have a couple of tickets for the game on Saturday. Would you care to come as my guest?
  33. 33. CUSTOMER CARE CLOSEThe Customer Care Manager calls later and re-opens the conversation.1.Hello, Mr. X. Im the Customer Service Manager at XYZ. I believe you spoke with one of our sales representatives on Monday? We have a strong customer service policy in the company and regularly check to ensure we are helping you at every step of the way. Could you take a couple of minutes to help answer a few questions?2.Mr. X, I can understand why it seemed expensive. Well, as you have been so helpful, I can offer you an extra discount today.
  34. 34. DAILY COST CLOSE1.The phone contract adds up to only 2.00 per day. Pretty inexpensive?2.Would you pay 10.50 a week for complete peace of mind? Our insurance package covers a lot for not very much.
  35. 35. DAILY COST CLOSE
  36. 36. DEMONSTRATION CLOSE1.I sell bullet-proof vests. Let me demonstrate...2.You wont believe this. I didnt either when I first saw it. Just watch...
  37. 37. DOUBT CLOSEshow you doubt the product and let them disagree.1.I dont know if this product is the right thing for you.2.Im not sure if youre ready for this. Although it does ... (review benefits).3.Although most people do not know how to use these, perhaps you can...
  38. 38. ECONOMIC CLOSE1.You get more for your money in the family-sized box.2.Yes, it is cheaper in the next town, but it will cost you more in travel to get there. And youve already spent money to travel here.3.You can buy on credit card, but our financing system has lower interest rates.
  39. 39. ECONOMIC CLOSE
  40. 40. EMBARRASMENT CLOSE
  41. 41. EMBARRASMENT CLOSEThis is the cheapest option. This one, however, is much better value.Hello young man, do you like this? ...Well, madam, I think hes made a choice!Not many people can afford this one.
  42. 42. EMOTION CLOSEtrigger identified emotions1.If you took this home now, how would you feel?2.Does holding that make you feel good?3.People who do not buy this invariably feel bad later.
  43. 43. EMOTION CLOSE
  44. 44. EMPATHY CLOSE1.I completely understand...and it makes so much sense to me to do this now.2.You know, this solution works so well for me.
  45. 45. EMPATHY CLOSE
  46. 46. EXCLUSIVITY CLOSENOT EVERYONE CAN BUY THIS1.This discount is for local residents only. Do you live in the town? ... Yes, of course I can see you have shopping bags from our Store.2.This is a membership special, sir. You get 20% off if youre member of our club .3.To start this high-powered course you have to have completed the introduction training. Shall I sign you up for that first?4.There is normally a 5% discount for regular customers. Dont tell the boss but Ill give it to you if you can pay cash (he wont find out then).
  47. 47. EXCLUSIVITY CLOSE
  48. 48. EXTRA INFORMATION CLOSEGIVE THEM MORE INFO TO TIP THEM INTO CLOSURE1.I forgot to tell you that this model has additional flange brackets that offer double the safety of previous models.2.This is the last one we have, by the way. Theres been quite a run on them this week.3.You look like you need more information -- What else do you need to know before you decide?
  49. 49. EXTRA INFORMATION CLOSE
  50. 50. GOLDEN BRIDGE CLOSEMAKE THE ONLY OPTION ATTRACTIVE1.Sorry, were out of that one...2.Oh that one is really expensive...3.And that one has got really bad reviews and I wouldnt recommend it..
  51. 51. GOLDEN BRIDGE CLOSE
  52. 52. HAND OVER CLOSE1.Right. Now that weve got the fit right, Mr. Jones here is going to help sort out the paperwork.2.You have said that price is important to you and Mrs. X is our senior manager and she is going to take over now.
  53. 53. HAND OVER CLOSE
  54. 54. HANDSHAKE CLOSEOffer handshake to trigger automatic reciprocation1.(Extending hand) So, are you ready now to do the deal today?2.(Extending hand) We have a deal?2.(Grasp their hand) Well done. Youve got a good deal today.
  55. 55. HANDSHAKE CLOSE
  56. 56. HUMOR CLOSE *****1.This carpet was personally woven by the Queen of Sheba…2.Oh go on. Itll make both our wives very happy…3.If you dont buy this now, Ill be told to go and stand in the corner…4.Id better not sit down in case the boss sees me….
  57. 57. HUMOR CLOSE *****
  58. 58. HURRY CLOSEgo fast to stop them thinking too much.1.Yessir,thisisthebest.Theverybestyoucanget.
  59. 59. HURRY CLOSE
  60. 60. IQ CLOSE *****1.I sold one of these to a doctor yesterday2.This is a really clever solution3.Its a bit complex, but you look like you can handle that sort of thing
  61. 61. IQ CLOSE *****
  62. 62. MINOR POINTS CLOSEclose first on the small things1.If you chose this one, which model would you prefer?2.There are five shades available. Which do you like the best?3.Do you have a click-fit system already? ... Good, that will make it easy to install
  63. 63. MINOR POINTS CLOSE
  64. 64. Never the best time close for customers who aredelaying1.If you leave it until next year, youll have one year less to enjoy it2.The best time to buy is when you need it -- which Id say is now, wouldnt you?3.My friend spent his whole life looking for the perfect partner
  65. 65. NO HASSLE CLOSE1.Ive filled in all the paperwork and all you need is to sign here.2.It will be delivered Tuesday, when you are in, and fully installed by qualified fitters.
  66. 66. NOW OR NEVER CLOSE1.This is the last one on the sale. They have been selling so well.2.If you sign today, Ill give an extra 2% discount.3.We are only in the area until the end of today.4.Take it or leave it. This is your only chance.
  67. 67. OPPORTUNITY COST CLOSE1.If you keep your existing fire system and it fails, what would that cost to you? What would it do to your reputation? The cost of not upgrading looks much higher than getting the latest system installed now.2.This suit really does make you look smart. Think of the other fellow, losing sales in a shabby suit. You dont want to be like him, do you?3.I know it looks expensive now but I would hate for you to look back in a years time and realize how much you have spent in maintenance of your current system and how much you could have saved by upgrading at the right time.
  68. 68. OWNERSHIP CLOSEACT AS IF THEY OWN WHAT YOU ARE SELLING1.Now where will you put your new washing machine?2.What will people say about your car ?3What do you like most about your camera?4.Youve got a really lovely picture here.
  69. 69. PRICE PROMISE CLOSE1.If you can find the same product cheaperlocally, well refund double the difference!
  70. 70. PUPPY DOG CLOSE1.Can I leave it with you for the week?2.Just look at it. Isnt it so loveable?3.Would you like to hold it? Doesnt it feel sooo good?
  71. 71. PUPPY DOG CLOSE
  72. 72. QUALITY CLOSE SELL ON QUALITY, NOT ON PRICE *****1.The quality of this shows really who you are.2.This will last for ever.3.Once you try this, you will never want another brand.4. This product is far more reliable.
  73. 73. RATIONAL CLOSE1.Well now, weve gone through all you needs and theproduct meets these well, right? ... And the price isgood, true? ... Now is there anything else that wouldstop you buying today? ... No? So lets do thepaperwork.2.Do you want a carpet that will wear well with yourchildren and your dogs? That will repel the dirt andstay fresh, even in doorways? This product uses ascientifically-proven formula that lets us offer you aten year anti-wear guarantee.
  74. 74. RATIONAL CLOSE
  75. 75. SUDDEN DEATH CLOSE Fill out the contract and ask…Mr.prospectwe discussed this quite a bit and I know itstaking a lot of your time. Is this a goodidea or not? Lets make a decision rightnow… I can show you the very best investmentyou have ever seen in your life ,are you ina position to buy 5000 right now?
  76. 76. SUDDEN DEATH CLOSE
  77. 77. SHARP ANGLE CLOSETake the objection and ask directlyIf I prove to you……. ,will you take it?
  78. 78. SHARP ANGLE CLOSE
  79. 79. SELECTIVE DEAFNESS CLOSErespond only to what you want to hear(they say it is too expensive) - Wont it look great in your house?(they start to walk away) - Just look at this feature!(they ask about things you do not have) - Would youlike a cup of coffee?
  80. 80. SELECTIVE DEAFNESS CLOSE
  81. 81. THE BUSINESS PRODUCTIVITY CLOSE“What I am offering is not just a product/service.Its”s a boost in employee morale.Haven’t you noticed that anything newincreases morale.Morale increasesproductivity and what is productivityworth?”
  82. 82. THE BUSINESS PRODUCTIVITY CLOSE
  83. 83. THE ECONOMIC TRUTH CLOSEBased on current economic news nearlyeverything is either good or bad for us. Ifwe take all the information flung at useveryday to us,we ll never buy anything,don’t you agree?
  84. 84. THE I CAN GET IT CHEAPER SOMEWHERE ELSE CLOSEThat may be very true Mr./Ms.X .And afterall we all want the most of our money.I havelearned over the year that most people lookfor 3 things when making investment 1.thefinest quality 2. the best service 3.the lowestprice ..I have never found a company whichcould provide the finest quality and the bestservice for the lowest price. Which of the 3 would you be willing to giveup? quality?service? OR the low price?
  85. 85. PRICE CLOSE *****• Mr. prospect is price your ONLY concern?lets talk about this a little later• Mr.X thats the best part.could I come back to it in a couple of minutes?• Mr.prospect just suppose price is not an object here.could you please wait until I finish my presentation?• Mr.prospect you are right. it costs 1000 more than our closest competition and we sell 1000 of this every year to very intelligent people.
  86. 86. LAW OF 10 CLOSE10 years from now will todays investment be worth more or less to you than you”ll be investing in it today?
  87. 87. LAW OF 10 CLOSE
  88. 88. THE ENVELOPE CLOSE“I am going to write on the back of mybusiness card the best price you ll findanywhere in town. Now I am going to putthis card in this envelope and you willknow when you open until you return .Ijust want you to write your name acrossthe seal.Fine?Now please go and shoparound.i will prove to you that my price isbetter.I “ll see you later”
  89. 89. THE ENVELOPE CLOSE
  90. 90. INVITATION CLOSEWhy dont you give it a try?Why don’t you take it?How many would you like?What colour would you like?Would you like to take it today?Would you like to get started on this right away?Is this exactly what you had on mind?
  91. 91. INVITATION CLOSE
  92. 92. REFERRAL CLOSEMr.Prospect I know you are not in aposition to make decision today.Couldyou give me the names of 2 or 3 peoplewhom you think may be able to takeadvantage of this offer? Do you have theirphone numbers?which of this prospectshould I call first?
  93. 93. REFERRAL CLOSE
  94. 94. ORDER SHEET CLOSETake out the order sheet and write the date on it and ask “what is the exact spelling of your last name please”? What is your mailing address?If they give their first and last name .they are already in the buying frame of mind
  95. 95. ORDER SHEET CLOSE
  96. 96. SUMMARY CLOSE• Start :Lets briefly summarize what we talked about ….• Middle: Summarize all the feature and benefit according to your priority• Ending:ASK Should we get started on this right away? OR why dont you take it?
  97. 97. SUMMARY CLOSE
  98. 98. CHANGE PLACES CLOSE• Mr.prospect what would you do if you are in my position?is it the money?• Mr.prospect what we have to do to win the deal today?• How far apart are we right now?
  99. 99. CHANGE PLACES CLOSE
  100. 100. TAKE AWAY CLOSE• Let me call the office and make sure whether we have stock of this product.could you wait for sometime ?...yes we have• Let me see you we have one of your size…oh…ok….just 1 left
  101. 101. TAKE AWAY CLOSE
  102. 102. INSTANT REVERSE CLOSEProspect: I can”t afford itSalesperson: That the reason you should buy this……
  103. 103. INSTANT REVERSE CLOSE
  104. 104. HOT BUTTON CLOSESalesman identifies the customers hotbutton by asking questions, listeningclosely to the answers and figuring outthe prospect s true objections, pain, or fearabout dealing with your company or yourproduct.
  105. 105. HOT BUTTON CLOSE
  106. 106. TELEPHONE APPOINTMENT CLOSE• Salesperson :Would you like to see a system that will enable you to increase your bank balance 20-30% over the next 6 months?• Prospect: What is it?• Salesperson: That’s the reason I need 10 minutes of you time In just 10 minutes I will show you what it is …
  107. 107. TELEPHONE APPOINTMENT CLOSE
  108. 108. APPROACH CLOSE Mr.Prospect, I am not trying to sell youanything right now. I am going to showyou some of the reasons why 1000 ofpeople purchased this product so manytimes. and all I ask you to do is to lookinto the reasons why others bought it andjudge for yourself if its right for you.is thatfair?
  109. 109. APPROACH CLOSE
  110. 110. SHAME CLOSE1.Can your mobile cell phone access the net at mega-speeds?2.Are you wearing last years fashions?3.I think your son really deserves a new one, dont you?
  111. 111. SHAME CLOSE
  112. 112. SHOPPING LIST CLOSE list of their needs.1. OK. So what you want is a yellow shirt that can be hand- washed and which is going to last for a long time. Heres the ideal thing from our everlasting range: Yellow (check), Hand washable -- see the label? (check), and everlasting means at least five years -- guaranteed. 2.Heres your list. Lets see if weve covered it. 200db (check), noise reduction (check), onsite service (check), ... Thats it. Weve got it all. So what do you say?
  113. 113. SHOPPING LIST CLOSE
  114. 114. SIMILARITY CLOSE1.You know I had a woman here yesterday who asked the same question and who was also concerned about the effect on the environment. She looked us up in Environment List and came back this morning to place an order.2.There was a guy here a few weeks ago who also lived near the airport and needed something to keep out the noise. We sent around our specialists and we havent heard from him since. I guess he may still be catching up on sleep. Those jets are pretty noise, but our triple glazing is more than up to the task
  115. 115. SIMILARITY CLOSE
  116. 116. SUMMARY CLOSE1.With the basic product, you are getting free delivery, a five-day exchange assurance plus our comprehensive guarantee.2.This comes in an easy-carry box and includes a remote control, with batteries included, of course!
  117. 117. TESTIMONIAL CLOSE *****Using HAPPY customer to convince the NEW customer1.I regularly receive letters from happy customers. Here are a few.2.XYZ Corporation are regular customers. We have several customers who are happy to act as reference sites for us. Would you like me to arrange a visit for you?
  118. 118. TESTIMONIAL CLOSE *****
  119. 119. THERMOMETER CLOSE SCRIPTSalesperson: Hi (Prospect), this is (Salesperson). How are you today?Next the stall:Prospect: Oh Hi (Salesperson) I’m good, unfortunately I didn’t make a decision yet so perhaps if you could leave it till next week that would be great.Here comes the upfront closing technique, which allows the salesperson to test where the sale is relative to a successful close.Salesperson: No problem, I will put you down for a call on Tuesday. Obviously (Prospect) I would like it be a yes on Tuesday but if was to ask you say on a scale of one to ten, ten being we definitely will be doing business and one being we definitely won’t be doing business, where would you say you are right now?Depending on the number, the salesperson knows how much convincing is left to do. An Answer of five or less means lots and an answer of six or more means not so much.Prospect: Oh I say a seven or eight.This is good, but there are still some issues/objections remaining, next the salesperson needs to find out what these concerns are.Salesperson: Great, can you tell me what are the concerns that remain or how might I help to get you to ten.Prospect: Well (Salesperson), really the concern relates to delivery times, and while you may have a more cost effective solution, our current supplier never misses a deadline so we feel there is an element of risk involved.Now the salesperson has found out the remaining concern(s) and has an opportunity to do something about that.Salesperson: Thanks (Prospect) for your honesty and I appreciate and understand your position, How’s about to help you resolve this concern, I set up a call between you and one or two of our major and longstanding customers, you can ask them how we have performed in relation to meeting their deadlines.Prospect: Yeah, for sure that would help.Salesperson: OK so, Ill speak to them immediately and set up the calls before the weekend. That should leave you with enough time to consider what’s been said before our call on Tuesday. Does that sound reasonable to you (Prospect)Prospect: Yeah, that sounds good, Ill look forward to speaking to them.Try the thermometer close for yourself. Remember its most effective in situations where the opportunity is stalled or when the prospect is not forthcoming with concerns or issues that they still may have
  120. 120. THERMOMETER CLOSE
  121. 121. THINK ABOUT IT CLOSEI can see youre carefully thinking about. Im going to step outside for a couple of minutes so you can decide in your own time.How long would you like to think about it? Can I get you a cup of coffee whilst you decide?Perhaps youd like to talk about it together. Why dont you sit in the car and see how it feels. Take as long as you like -- Ill be here.
  122. 122. TREAT CLOSE• I can see that you like it. I really think you deserve it. Go on, treat yourself!• You have worked hard all your life. Dont you think you could do with some reward?• Dont you think its time to do something for yourself?
  123. 123. TRIAL CLOSE1.It looks like you really like this. Is that true?2.If you took it home, would you be proud to own this?3.Do you prefer the larger or smaller version?4.How would it look on the book shelf at home?5.Mr. And Mrs. Buyer, “Can you see yourself living here in the near future?6.Would the layout of this home suit your needs?7.You mentioned X that you have a home business. Which room would• you be using for your home office?
  124. 124. TRIAL CLOSE
  125. 125. TRIAL CLOSE
  126. 126. VALUABLE CUSTOMER CLOSE• You are clearly well-connected in the area. Im going to offer you an extra discount because I believe that you will be so impressed you will tell all of your friends.
  127. 127. ULTIMATUM CLOSEshow negative consequences of not buying1.If you dont sign now, Ill have to talk to your manager2.Dont forget: this is the last day of the sale3.If you sign today, you will sustain your no-claims bonus4. If you leave it until tomorrow, youll have to start all over again.
  128. 128. ASCENDING ORDER /YES SET CLOSEA. Do you like coming to shop here?B.Is it easy to find us?C.Did this product catch your eye?D.Will you want to take delivery next week?E: Are you ready to buy it now?
  129. 129. YES SET CLOSE
  130. 130. Sales is about closing deals…..Sales is about closing deals and it is for the Sales professionals to decide which close is best suited according to the situation
  131. 131. ACTION• Using at least 5 closes write 5 closing statements for your product/service• Can you write a new close?
  132. 132. SOURCEhttp://changingminds.org/disciplines/sales/cl osing/closing_techniques.htm
  133. 133. INDRANIL BHADURIbuyindranil@gmail.com

×