#Selling skills # #elsayed nasser#

1. Closing
Dr Elsayed Nasser

2. Selling Skills
‫الرحمن‬ ‫هللا‬‫بسم‬
‫الرحيم‬
Dr Elsayed Nasser
•21 Years Sales & Marketing Experience in Pharmaceutical Field
( United Arab of Emirates , Egypt , Qatar, Saudi Arabia Kingdom )
•MMBA from Missouri State University USA
•Human resource ( HR ) Diploma , Cairo University
•Business Administration Diploma,Cambridge
•Sales Consultant and Business development Trainer
•Instructor in TV Programs, Cairo University, Al Menofia
University, Alsadat University

3. The approach
Sales presentation
Handling objections
Closing
Follow-up
1
2
3
4
5
6
7
Planning ( Preparation )
Prospecting
Creative selling process

4. Prospecting
Planning ( Preparation )
The Approach
Sales Presentation
Handling Objections
Closing
Follow up

5. Closing the sale is obtaining positive
agreement from the customer to buy
It is one of the final steps in the selling
process when the salesperson asks the
customer if he or she is ready to buy.
You should close the sale when the customer
is highly interested in product.
Closing the sale is the most important part of
the sales process

6. DR_ELSAYED NASSER 6
• The stage of the selling process in which the sales person
actually asks the customer to buy the product
• A restatement of the key points
• Summary of the main idea and objectives
When to close ?
1- the customer signals a readiness to move ahead (buying
signal).
2-the customer has accepted the benefits you have described.
• How to close ?
1-Summarize previously accepted benefits ,if appropriate(
always remind by good accepted benefit that your customer
searches on it and present in your product and lets convey
your confidence in the wisdom of moving ahead ).
2-Propose next steps for you and the customer.( ensures
that he or she is clear about the commitment)
3-Check for acceptance.
Close The Sale

7. • Look for buying signals, the things a
customer does that indicate a readiness to
buy, such as facial expressions (smiling ),
actions, and comments.

8. • Customer smiles after a presentation or mention of a feature or
benefit
• Customer nods head, in approval
• Customer,s face “lights up” when seeing the product
• Customer seems to be calculating, thinking, weighing options,
pros and cons, etc.
• Customer needs to move: gets up if seated, sits if standing
• Customer plays with products
• Customer exhibits relaxed traits: face, posture, movements
• Customer heads towards cash register
• Customer Takes out wallet, credit card, cheque book

9. • “I want it!”
• “Yes, this will do.”
• “I will go with this model.”
• “What would it cost?”
• “Do have any in stock, at this time?”
• “When can you deliver it?”
• “How exactly can I finance this purchase?”
• Useful benefits
• Suitable pack size
• Is this available in red?”
• The customer writes the product name or put the sample in a
clear place in front of him
• -Reexamining product

10. • Recognize opportunities.
• Help customers make a decision.
• Don't talk too much.
• Don't rush a customer.
• Focus on dominant buying motives
• Be patient
• Do not isolate the prospect
• Show confidence
• Ask for the order more than once
• Recognize closing clues / buying signals

11. • The salesperson summarizes the features,
advantages, and benefits of the product.
• Summarize the agreed benefits finishing
by strongest one
• You must use another type of close to truly
close the sale with this type of close.
Summary Close

12. • A Direct close is when a salesperson asks
for the order.
• Straightforward request to act now
• Briefly restate the products benefits.
• used when you feel the customer is going
to buy the product.
• Direct Close Ask for the sale with non-
threatening questions or statements that
get the customer ready for the close.
Direct Close

13. • The alternative choice close gives the
customer a choice of products rather than
asking them to buy or not to buy.
• offers a choice of options
Alternative Choice Close

14. • Warn the prospect about some upcoming
event that makes it more advantageous to
buy now.
• uses an event to make the consumer buy.
• These events include change in shipping
rates, price increase, or a shortage of the
product.
• The event must be based on truth or the
buyer – salesperson relationship is
harmed.
Impeding Event Close

15. • The trial order close is used when you
want a customer to try out a product to
close the sale.
• This is the easiest close but some
products cannot be used and returned
such as fertilizer, seed, etc.
Trial Order Close

16. • The balance sheet close requires that the
salesperson creates a list of pros for
buying the product and the customer
creates a list of cons for not buying the
product.
• Another method of closing is also required
for this closing.
Balance Sheet Close

17. • The seller assumes that it is easier to get the prospect to
decide on a very trivial point than on the whole
proposition: “What color do you like, blue or red?” If the
prospect makes the minor decision, the seller assumes
the sale is made and begins writing up the order.
• This can upset a prospect who feels that he is being
manipulated. No one wants to feel that they have been
tricked into making a commitment. Even unsophisticated
buyers easily spot this technique.
Minor point close( Step forward )

18. • In this technique, the seller appeals to the buyer’s
emotions to close the sale. For example, the seller may
say, “This really is
a good deal. To be honest with you, I desperately need
to secure an order today. As you know, I work on a
straight commission basis. My wife is going to have
surgery next week, and our insurance just won’t cover…”
• Many obvious problems arise with this method. It is an
attempt to move away from focusing on the prospect’s
needs to focusing entirely on your own personal needs.
It does not develop trust or
respect.
Emotional close

19. • Turn an objection around so that it becomes a reason for
buying
• Objection having resolved an objection ask now that we
have cleared that aspect
Boomerang (Objection) close

20. • The seller, throughout the presentation, constantly asks
questions for which the prospect most logically would
answer yes. By the end of the discussion, the buyer is so
accustomed to saying yes that when the order is
requested, the natural response is yes.
• This method is based on self-perception theory. As the
presentation progresses, the buyer begins to perceive
him as being “agreeable.” At the close, the buyer wants
to maintain this self-image and almost unthinkingly says
yes. Use of this method can destroy long-term
relationships if the buyer later feels manipulated.
Continuous ( Repeated) “Yes” close

21. • While asking the prospect a series of
questions, start filling out basic information
on the contract or order blank, then hand
the order form and a pen to the prospect
• The order blank close uses an order blank
to get more information from the customer
on what they want in their product.
• This close is used best when the
salesperson has a hard time keeping the
buyer focused on the sale.
Order form (Blank )Close

22. • The call back close is used with large
sales. This close allows the consumer
time to get additional information, think
about their decision, or work out credit
issues.
• This close requires that the salesperson
returns to finish the sale.
Call Back Close

23. • Which Close Encourage a customer to
make a decision between two items.
Which Close

24. • Service Close Offer services that
overcome obstacles or problems: gift-
wrapping, a return policy, special sales
arrangements, warranties and guarantees,
bonuses or premiums, and credit or
payment terms
Service Close

25. • Suggest that the opportunity to buy is brief because demand is great
and the product is in short supply
• The seller attempts to obtain commitment by describing the negative
consequences of waiting. For example, the seller may state, “If you
can’t decide now, I’ll have to offer it to another customer.”
• This method can be effective if the statement is true. However, if the
prospect really does need to act quickly, this should probably be
discussed earlier in the presentation. An earlier discussion would tend
to reduce possible mistrust and feelings of being pushed without
apparent necessity.
• Use this when a product is in short supply or when the price will be
going up in the near future.
• Example: “This is the last pair of shoes I have in your size.”
Standing room only close

26. • Start to walk away, then "remember" another benefit or special offer
after the prospect has relaxed his or her sales defenses
Pretend-to-Leave Close

27. • Do suggestion selling after the customer has made a
commitment to buy, but before payment is made or the order
written.
• Show the item you are suggesting. Don’t just talk about it.
• Make the suggestion positive.
“This scarf will complement your coat beautifully.”

29. ‫خيرا‬ ‫هللا‬ ‫جزاكم‬
‫حسن‬ ‫على‬‫املتابعه‬
‫عليكم‬‫والسالم‬‫وبركاته‬ ‫هللا‬‫حمة‬‫ر‬‫و‬
‫لكم‬ ‫شكرا‬
(‫تعليمه‬‫العلم‬ ‫زكاة‬ ‫أن‬ ‫إعلم‬)
DR.ELSAYED NASSER
elsayednasser@hotmail.com
elsayed291@yahoo.com

30. ‫متنوعه‬ ‫ودورات‬ ‫برامج‬‫ناصر‬ ‫السيد‬ ‫الدكتور‬
•‫؟‬ ‫اإلقناع‬‫فن‬ ‫ات‬‫ر‬‫مها‬ ‫ة‬‫ر‬‫دو‬
•‫العمل‬‫ضغوط‬‫و‬‫الوقت‬ ‫ة‬‫ر‬‫ادا‬ ‫ات‬‫ر‬‫مها‬
•‫الفعال‬ ‫والتواصل‬ ‫اإلتصال‬ ‫ات‬‫ر‬‫مها‬
•‫ات‬‫ر‬‫مها‬‫الناجحه‬ ‫الشخصية‬
•‫اإليجابي‬‫التفكير‬ ‫ات‬‫ر‬‫مها‬
•‫ة‬‫ر‬‫دو‬‫العمل‬ ‫ق‬‫لسو‬ ‫الشباب‬ ‫تهيئة‬
•‫؟‬ ‫الشخصية‬ ‫املقابله‬‫تجتاز‬‫كيف‬ ‫ة‬‫ر‬‫دو‬
•‫اإللقاء‬ ‫ن‬‫فنو‬ ‫ة‬‫ر‬‫دو‬
•‫و‬ ‫النجاح‬ ‫ة‬‫ر‬‫دو‬‫الذات‬‫تطوير‬
•‫ي‬ ‫اس‬‫ر‬‫الد‬‫ق‬‫التفو‬ ‫ة‬‫ر‬‫دو‬
•‫محبوبة‬‫شخصة‬ ‫تصبح‬‫كيف‬ ‫ة‬‫ر‬‫دو‬

31. ‫والقيادة‬ ‫اإلدارة‬ ‫وبرامج‬ ‫دبلومات‬
•‫األعمال‬‫ة‬‫ر‬‫إدا‬ ‫دبلومة‬
•‫القيادية‬‫ات‬‫ر‬‫املها‬‫ة‬‫ر‬‫دو‬
•‫التشغيلي‬‫التخطيط‬‫أساسيات‬ ‫ة‬‫ر‬‫دو‬
•‫ار‬‫ر‬‫الق‬ ‫واتخاذ‬ ‫املشكالت‬‫حل‬ ‫ة‬‫ر‬‫دو‬
•‫املؤسسات‬ ‫في‬ ‫ي‬‫اإلدار‬‫التميز‬
•‫الناجح‬‫املدير‬‫ات‬‫ر‬‫مها‬‫ة‬‫ر‬‫دو‬
•‫الكوتشنج‬‫ة‬‫ر‬‫دو‬(‫الفعال‬‫التوجيه‬)
•‫الفعاله‬‫اإلجتماعات‬‫ة‬‫ر‬‫ادا‬‫ة‬‫ر‬‫مها‬
•‫ة‬‫ر‬‫دو‬21‫موظفيك‬‫لتحفيز‬ ‫طريقة‬
•‫ة‬‫ر‬‫دو‬‫ات‬‫ر‬‫مها‬‫ا‬‫الشخصية‬ ‫املقابالت‬ ‫اء‬‫ر‬‫واج‬ ‫والتعين‬‫إلستقطاب‬
•‫والتقديم‬ ‫العرض‬‫ات‬‫ر‬‫مها‬ ‫ة‬‫ر‬‫دو‬
•‫الفعال‬ ‫اف‬‫ر‬‫اإلش‬‫ات‬‫ر‬‫مها‬
•‫التفويض‬‫ات‬‫ر‬‫ومها‬ ‫ية‬‫ر‬‫اإلدا‬‫السلطات‬ ‫تفويض‬ ‫أسس‬
•‫ية‬‫ر‬‫اإلبتكا‬ ‫ات‬‫ر‬‫ا‬‫ر‬‫الق‬ ‫إتخاذ‬‫و‬ ‫مات‬‫ز‬‫األا‬‫ة‬‫ر‬‫إدا‬

32. ‫العمالء‬ ‫وخدمة‬ ‫التسويق‬ ‫وبرامج‬ ‫دبلومات‬
•‫واملبيعات‬ ‫التسويق‬ ‫ديلومة‬
•‫املبيعات‬ ‫دبلومة‬
•‫املبيعات‬ ‫مشرف‬‫ات‬‫ر‬‫مها‬ ‫ة‬‫ر‬‫دو‬
•‫؟‬‫محترف‬ ‫مبيعات‬ ‫مندوب‬ ‫تصبح‬ ‫كيف‬ ‫ة‬‫ر‬‫دو‬
•‫البيعيه‬‫ات‬‫ر‬‫املها‬
•‫العمالء‬‫خدمة‬ ‫في‬‫التميز‬ ‫ة‬‫ر‬‫دو‬
•‫ة‬‫ر‬‫دو‬10‫؟‬‫اإلقناع‬ ‫فن‬ ‫في‬‫ات‬‫ر‬‫مها‬
•‫؟؟‬ ‫ناجح‬ ‫مبيعات‬‫مدير‬ ‫تصبح‬ ‫كيف‬
•‫املحترف‬ ‫الطبيه‬ ‫الدعاية‬ ‫مندوب‬Medical Rep