1) The document discusses various closing techniques for sales such as the alternative choice close, assumptive close, compliment close, and summary of benefits close. 2) It emphasizes the importance of preparing a multiple close sequence, closing based on the situation, and recognizing buying signals and objections. 3) Common mistakes discussed include telling instead of selling, not asking enough questions, not recognizing customer needs, and making weak closing statements without knowing when to close.

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

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

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

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