MANUFACTURERS’ ASSOCIATION OF SOUTH CENTRAL PA SALES Hand-To-Hand Combat (AKA, Closing the Sale and Getting The Order)
Short Term Vs Long Term Focus1. How do you close a sale and build a relationship?2. Does it take more time and energy to generate a new customer than keep an existing one?3. Do customers just give you their business or do you have to ask for it?
What is a Closing Attitude?1. How do you communicate “I am here to help you”?2. How do you let the prospect know you are calling to do business and not just provide education or visit with them?3. How do you instill the idea within the customer that s/he is buying when you know that customer’s like to buy, but few like to feel they are being sold to?
Closing Strategies I1. What are common buyer fears in your industry?2. Describe a close of sale that was easy for you.3. Describe a close of sale that was difficult for you.4. Do you have a closing strategy? Describe it.5. Describe a time when you have gotten price resistance at the close of sale and how you overcame it.
Closing Strategies II1. Describe a closing technique that works most of the time.2. ABC (Always Be Closing) What are closing questions you ask throughout the sales process What do you say when the buyer signals How do you handle the first rejection or no at your first closing attempt?
Closing Strategies III1. How do you counter customer who says “If you can’t meet – whatever – we can’t do business”?2. Describe a situation where a customer didn’t actually need what they said they needed, but they were simply trying to get a better delivery date, price, terms, etc. Has your experience been that successful sales people with high self-confidence and high self esteem tend to fall prey to this situation less than salespeople with opposite traits?
Mistakes That Sabotage Success IProvide Examples….1. Giving up on a sale too soon.2. Giving in to self-imposed limitations.3. Spending too much time with poor prospects.4. Letting sales slumps get you down.
Mistakes That Sabotage Success IIProvide Examples….1. Selling at the wrong level.2. Being a victim to sales cycles.3. Letting lost business go without a fight.4. Not knowing your competitors.
Mistakes That Sabotage Success IIIProvide Examples….1. Losing control of sales process.2. Not building trust early in relationship.3. Not getting to decision maker soon enough.
Mistakes That Sabotage Success IVProvide Examples….1. Lacking a precise call-back approach.2. Selling low price rather than high value.3. Seeing the sale as a transaction rather than a process.
Mistakes That Sabotage Success VProvide Examples….1. Not asking for the business.2. Lacking an effective closing strategy.3. Advertising concessions in advance.4. Lacking a lost-sale strategy.
Communication I Are any of these applicable and how can you avoid doing them?1. Do you send emails instead of calling?2. Are you sometimes vague and non-committal?3. Are you a poor listener?4. Do you respond quickly enough for requests for information, help or answers?5. Do you get annoyed when you get a no when you were expecting a yes?
Communication IIAre any of these applicable andhow can you avoid doing them?1. Do you follow-up when you say you will?2. Is your word your bond?3. Do you treat their questions or concerns lightly?4. Do you act like you understand something when you really dont?5. Do you ever make assumptions?
Style Questions IAre any of these applicable andhow can you avoid doing them?1. Do you act like a customer owes you the business?2. Do you take customer loyalty for granted?3. Do you work as hard to keep the business as you did to get it in the first place?4. Do you just "check in" when in reality you are hoping for a sale?5. Are you only concerned with selling something or helping solve a problem?
Style Questions IIAre any of these applicable andhow can you avoid doing them?1. Do you make commitments you cant honor?2. Are you ever rude, arrogant or inattentive?3. Do you pass the buck on problems or customer issues or complaints?4. Are you ever late for anything?5. Do you need to improve your customer knowledge?