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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
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
The Marketing
Plan

1) Wholesalers’ and
retailers’ point of view


2) End users’ point of
view
When you do
not make a
sale….
Be professional
Be optimistic
Get suggestions
Make improvements
Re-establish relationship
Closing
Process of helping
people make a
decision that will
benefit them.

Does the product
fulfill their needs?
WHEN do you
close?
Buying Signals:
Asks Questions
Opinions
Relaxation
Purchase Order
Form
Examines the
merchandise
HOW to Close?
Be alert for closing
signals

Ask for the Order
and be Quiet

Get the Order then
Move on!
Closing Under Fire
The first “no” isn’t a necessary refusal to
 buy. React calmly to hostile situations.
Difficulties
With Closing:
1) Lack of
   confidence
2) Feels that the
   product is
   unnecessary
3) Poor presentation
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
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.
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.
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
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
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
Closing
Techniques
7. T-account Close
Weighing of pros and cons
8. Standing-room-only
Close
Now or never
9. Probability Close
Probability of doing
business
Closing
Techniques
10. Negotiation Close
Finding ways to have a
fair deal
11. Technology Close
Using technology to
close
Every Sale is a Negotiation
          Negotiation Close
           have a fair deal
Be positive! Be helpful! Be concerned!
Presence of
Technology
Technology Close
-Shows buyers past
purchases
-Sales Trends
-Payment Schedules
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
Research!
Improves sales
performance


Answers two key questions:
a) What makes one sales
   call a success and
   another failure?
b) Do sales people make
   common mistakes that
   prevent success?
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

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Closing the SAle

  • 1.
  • 2.
  • 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
  • 6. The Marketing Plan 1) Wholesalers’ and retailers’ point of view 2) End users’ point of view
  • 7. When you do not make a sale…. Be professional Be optimistic Get suggestions Make improvements Re-establish relationship
  • 8.
  • 9.
  • 10.
  • 11. Closing Process of helping people make a decision that will benefit them. Does the product fulfill their needs?
  • 12. WHEN do you close? Buying Signals: Asks Questions Opinions Relaxation Purchase Order Form Examines the merchandise
  • 13. HOW to Close? Be alert for closing signals Ask for the Order and be Quiet Get the Order then Move on!
  • 14. Closing Under Fire The first “no” isn’t a necessary refusal to buy. React calmly to hostile situations.
  • 15. Difficulties With Closing: 1) Lack of confidence 2) Feels that the product is unnecessary 3) Poor presentation
  • 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
  • 23. Closing Techniques 7. T-account Close Weighing of pros and cons 8. Standing-room-only Close Now or never 9. Probability Close Probability of doing business
  • 24. Closing Techniques 10. Negotiation Close Finding ways to have a fair deal 11. Technology Close Using technology to close
  • 25. Every Sale is a Negotiation Negotiation Close have a fair deal Be positive! Be helpful! Be concerned!
  • 26. Presence of Technology Technology Close -Shows buyers past purchases -Sales Trends -Payment Schedules
  • 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
  • 28. Research! Improves sales performance Answers two key questions: a) What makes one sales call a success and another failure? b) Do sales people make common mistakes that prevent success?
  • 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