Closing Sales Sample

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Closing Sales Sample

  1. 1. Closing The Sale<br />Simple Steps To Become a Champion <br />
  2. 2. Your Expectations<br />What does each salesperson do for the team?<br /><ul><li>Fully accountable for reaching goals and driving sales
  3. 3. Also margins via close rates
  4. 4. Identify the right product the first time (minimizing returns)
  5. 5. Maximize each sale by offering complete solutions
  6. 6. Simply “Ask for the Sale”</li></ul>Team Overview<br />
  7. 7. It’s All About The Right Sale<br />Closing is the process used to bring your customer to a decision.<br />Closing is a logical progression of ideas bringing about a decision.<br />Everything you say during the sale is directed toward closing the sale. <br />Team Overview<br />
  8. 8. What’s Your Best Close?<br />The best close is an enthusiastic and excellent presentation. <br />(Creating Excitement)<br />Closing is all about helping customers fulfill needs.<br />What could possibly go wrong?<br />
  9. 9. What If They Say No Deal!<br />Most associates fear rejection. Why?<br />
  10. 10. Basic Instincts<br />FEAR of making wrong decisions.<br />This FEAR of making the wrong decision, will put people off making any buying decision. <br />The how of closing involves several specific steps. <br />Among these are the trial closes.<br />What are some characteristics of closers?<br />
  11. 11. Master Closers<br />Shows No Fear: Confident, relaxed and never pushy.<br />Never Sells for Just a Commission: Has a belief in the products and services provided.<br />Immune to Rejection: Never takes rejection personally.<br />Highly Competitive: Sets goals and competes with self as well as others<br />Asks Every Customer!<br />Tai Chi Master<br />
  12. 12. RedLightGreen Light<br />Trial close questions are like going through traffic lights. <br />As long as the lights are green, you can keep on going.<br />If you ever come to a red light, you have to stop. <br />At the yellow lights, you either proceed cautiously or come to a stop, <br />At that point, a change has to take place before you can proceed.<br />
  13. 13. Hitting The Lights<br /><ul><li>As long as the guest gives you a "yes" (a green light) you can keep on moving with the presentation and progress toward the sale.
  14. 14. When you hit a "no" (a red light) you have to stop,
  15. 15. Handle the objection and then ask more questions. </li></ul>What if I blink?<br />
  16. 16. First Person To Blink…<br />Once you have asked the close question, "SHUT UP!“<br />First person to talk, after the close question, takes the product /service. <br />When you ask the close question allow the guest a chance to answer.<br />If a guest hesitates to answer… then just wait. <br />
  17. 17. Step One<br />For every presentation you should have a close question that is designed “encourage the purchase”.<br />Memorize it, and ask it to get "results" from every presentation with confidence. <br />Don’t let the fear of asking a customer to buy stop you.<br />
  18. 18. Step Two<br />If the guest is having a difficult time in making a decision then go into the physical action close and start filling out the G-Ticket <br />Even if you have to leave it with him/her. <br />By personalizing it with the G-Ticket it now becomes "his/hers"<br />Handling Indecision<br />
  19. 19. Step Three<br />It is much easier for the guest to make decisions on minor points.<br />Trial close questions give you an indication of whether the guest is interested in making a purchase<br />Example: <br />Would you like me to move forward?<br />Can you picture yourself with this in your home?<br />Try a Trial Close<br />

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