Recommended
Recommended
More Related Content
Similar to Closing the Sale Part 2
Similar to Closing the Sale Part 2 (20)
More from Mason Burchette
Recently uploaded
Recently uploaded (20)
Closing the Sale Part 2
- 1. HOW TO CLOSE THE SALE Part 2 1
- 2. Know, Want to know, Learned 2
- 3. 3
- 4. 4
- 5. Remember the last time you were being pressured into doing something you didn’t want to do? 5
- 6. Create a primary closing strategy Utilize fallback positions Select the appropriate closing technique 6
- 7. Based upon securing the main objective for the meeting 7
- 8. Alternatives you prepare ahead of time should the customer reject the primary closing strategy 8
- 9. Choosing to issue a command Presenting foreground and background suggestions 9
- 10. An instructional statement that creates a binary type of yes or no response from the recipient It is typically associated with a hard close and “take it or leave it” mentality 10
- 11. Medium close Are explicit Deflect the source of the request from the demander 11
- 12. Soft close Lead recipients to believe they are acting of their free will When in fact they have been directed to follow a message 12
- 13. I am a passenger in your car and you are driving too fast. 13
- 14. Slow down! 14
- 15. “You know the speed limit is forty five miles per hour and police ticket a lot of speeders here.” 15
- 16. “A speeder was in a horrible accident last week in this exact spot.” 16
- 18. “We always recommend you benchmark the products you are evaluating.” 18
- 19. “Consumer Reports gave our product the highest rating and recommended it as the best buy.” 19
- 20. “One of my customers tried the other company’s product and recently switched to ours.” 20
- 21. Time based Linkage Power of Print 21
- 22. Command (hard close). “This is the last time we’ll be able to extend this offer and we need your answer now.” Foreground suggestion (medium close). “My boss told me that this pricing expires December 31 at midnight.” Background suggestion (soft close). “Think it over tonight and I will call you at 10 o’clock tomorrow morning.” This technique has a definite deadline. 22
- 23. Command (hard close). “If we give you those terms, then you must have our contract signed by the end of our quarter.” Foreground suggestion (medium close). “I’ll talk with my boss and if he okays the terms, could we have the purchase order by month end?” Background suggestion (soft close). “Our implementation team will be fully booked starting in September, so to complete your project by year end, we’ll need to have the contract signed in the next couple of weeks.” Connects different subjects, events, or ideas. 23
- 24. Command (hard close). “Our new price list is coming out in thirty days, and I can’t hold these current prices for you after that.” Foreground suggestion (medium close). “Here’s our volume discount schedule. If you spend another $100,000, you’ll receive an additional 10 percent off the entire order.” Background suggestion (soft close). “Should I send you a formal quotation that details the purchase price and terms?” Leverages a document or printed company policy. 24
- 25. Keep calm and carry on selling 25
- 26. Vary your closing technique based upon the situation and audience. 26
- 27. Q & A 27
- 28. KWL 28
- 29. CLOSING THE SALE Part 2 29
Editor's Notes
- In the last session, Closing the Sale Part I, we explored types of closings and strategies. In this session, our focus turns to “how” do we close sales in different scenarios.
- Use the KWL chart provided to record what you already know, want to know, and what you learned while we are going through this session.
- Milking Machine – The greatest salesman sold a milking machine to a farmer with just one cow, then took the cow as a down payment! Bragging – Two salesmen met while on a cruise recently. The first said, “Just before we sailed, I sold GE $1 million in cardboard boxes.” The second said, “That is nothing. I run a clothing store. The day before we sailed, a woman came in to buy a suit to bury her husband in and I sold her a second pair of pants!”
- How did you feel? The natural response is to push back. Dig in your heels. Resist!
- You can lead a horse to water, but you can’t make him drink. Tell the story. Make ‘em thirsty! Use questions that will naturally lead them to the solution you are offering.
- The objective could be to secure a follow-up meeting, have the customer start a product evaluation, receive approval to conduct a site survey, or negotiate final purchase terms.
- This is achieved by rehearsing the closing, noting customer questions from each attempt, and anticipating possible objections.
- The command is used to push the process forward. It can be a statement of new information or deadline. It may be in the form of a question?
- This is used as a last resort, only after every other attempt has been made and the opportunity has stalled.
- A little softer than the command and uses other influencers to get the point across.
- Least aggressive of all. Make a comment and allow the other person to use the information to adjust behavior.
- Let’s look at a scenario and examples of a command, foreground suggestions, and background suggestions.
- While the background suggestion may be more subtle in its delivery, it can trigger a more profound reaction.
- Now let’s look at these in a sales situation.
- While the background suggestion may be more subtle in its delivery, it can trigger a more profound reaction.
- After you have decided upon the command, foreground suggestion, and background suggestion, choose the best delivery technique for the situation and your audience.
- This is a great technique to use. Ask when they would like to have the roof completed and work backwards from there including the production of the materials, delivery, and installation. In order to hit your deadline, then the purchase will have to be made by this date.
- Always maintain control of the sales call so you can employ your primary closing strategy and be prepared with fallback positions should your primary closing strategy fail. You can sequence your primary closing strategy, and fallback positions with commands (hard close), foreground suggestions (medium close), and background suggestions (soft close). For example, your primary closing strategy might be based upon a hard close; first fallback position, a medium close; and final fallback position, a soft close. Or, your strategy could be completely opposite depending upon the circumstances and the type of person you are meeting with.
- You also understand that your closing strategy must vary depending upon the customer’s background, your competitive position, and the circumstances that are unique to the sales cycle. Sometimes, you need a commanding hard close for your meeting. For example, if the sales cycle for the products you sell involves only one or two customer interactions. With experienced buyers, consider a softer close because how many times do you think they have heard “this is our best and final offer” and every other type of hard close before?
- Adam
- Reflect on what you have learned. Exit ticket. What is at least one concept that you already are doing whether you knew it or not? What is at least one new strategy that you can implement immediately? What is at least one thing you would like to know more about?