3. Situations:
a) Give the insurance;
the doctor will be the one
to check the real
situation
b) Give the insurance; no
one will find out the real
situation
c) Don’t give the
insurance thus losing the
possible sales contract
4.
5. Keys to Improved Selling
Ask questions Handle negative
attitudes properly
Present benefits to their
needs Benefit summary and
closing action plan
Establish a balanced
dialogue
16. Essentials of
Closing Sales
a) Prospect must understand
what you say
b) Always present a complete
story to ensure understanding
c) Tailor your close to each
prospect
d) Consider customer's point
of view
e) Never stop at first no
f) Learn to recognize buying
signals
17.
18. 12 Keys to Successful
Closing
1. Think success!
2. Plan your sales call.
3. Confirm your prospect’s needs.
4. Give a great presentation.
5. Use trial closes .
6. Smoke out a prospect’s real objections.
19. 12 Keys to Closing a Sale
7. Overcome real objections.
8. Use a trial close after overcoming each objection.
9. Summarize benefits as related to a buyer’s needs.
10. Use a trial close to confirm step 9.
11. Ask for the order then be quiet.
12. Leave the door open. Act as a professional.
20. Alternative-
close
Technology Assumptive
Negotiation Compliment
Why not
pick
several?
Summary-of-
Probability
benefits
Standing- Continuous-
room-only yes
T-account Minor-points
Techniques for Closing
21. Closing
Techniques
1. Alternative Choice
Close
Provides a choice
between items
2. Assumptive Close
Salesperson assumes
the prospect will buy
3. Compliment Close
Compliments the buyer
22. Closing
Techniques
4. Summary-of-Benefits Close
Summarize benefits of
products
5. Continuous-yes Close
Summarize benefit questions
that the prospect must answer
6. Minor-points Close
Ask the prospect to make a
decision on a minor, single
product
27. Selling Tips
Prepare a multiple-
close sequence
Puts you in better
position to close more
sales
Close based on the
situation
Certain techniques
work best for certain
situation
29. Six Common Mistakes
Tells instead of Doesn’t recognize
sells, doesn’t ask needs, gives
enough questions benefits
Over-controls the prematurely
call, asks too many Doesn’t recognize
closed-end or handle negative
questions attitudes effectively
Doesn’t respond to Makes weak closing
customer needs statements, doesn’t
with benefits recognize when or
how to close