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Sales closing(training) presen_fin

Presentation material for my presentation class in MBA-Cebu. Given theme is "Closing strategies for sales person".

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Closing strategies for
selling your services
Mar. 14 2014
Tomonori Yako
Today’s Agenda
Background settings
1. Why closing is so important?
2. 3 Steps in closing
3. You should and shouldn’t
Background settings (1)
• Your Business :
I am a trainer for selling this business
You are representatives
Potential customers
(who wants to learn English)
English School (ex. MBA)
Background settings (2)
sign
then
let customers sign
deliveryclosingproposeapproachtargeting
• Sales status: already proposed, just closing
Satisfy
giving satisfaction
by reaching expectation
• Your missions:
Why is closing so important for us?
• Even if you have 100 targets, you can close
only customers.
deliveryclosing
approach
targeting
50%
drop off
60%
drop off
10%
drop off
60
15 13
15
Proposing and closing are very
important for our business
propose
30 50%
drop off
It’s like “love”.
Verifying the mutual trust of
each other in closing is required.
3 Steps in “closing”
• Confirming first, then clarify and assure.
Confirm proposal
assuringclarifying
proposal
Confirm
proposal
Ask questions
• Conditions
• Price
• How it works
ConfirmRecap Proposal
Last proposal
I already sent…

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Sales closing(training) presen_fin

  • 1. Closing strategies for selling your services Mar. 14 2014 Tomonori Yako
  • 2. Today’s Agenda Background settings 1. Why closing is so important? 2. 3 Steps in closing 3. You should and shouldn’t
  • 3. Background settings (1) • Your Business : I am a trainer for selling this business You are representatives Potential customers (who wants to learn English) English School (ex. MBA)
  • 4. Background settings (2) sign then let customers sign deliveryclosingproposeapproachtargeting • Sales status: already proposed, just closing Satisfy giving satisfaction by reaching expectation • Your missions:
  • 5. Why is closing so important for us? • Even if you have 100 targets, you can close only customers. deliveryclosing approach targeting 50% drop off 60% drop off 10% drop off 60 15 13 15 Proposing and closing are very important for our business propose 30 50% drop off It’s like “love”. Verifying the mutual trust of each other in closing is required.
  • 6. 3 Steps in “closing” • Confirming first, then clarify and assure. Confirm proposal assuringclarifying proposal Confirm proposal Ask questions • Conditions • Price • How it works ConfirmRecap Proposal Last proposal I already sent…
  • 7. 3 Steps in “closing” • Clarify if customer is alright or not. assuringclarifyingConfirm proposal Confirm proposal • Is everything alright with you? No concern • Let’s take a look at to your concerns. Concern about… clarifying
  • 8. 3 Steps in “closing” • Finally, make customer sign, and say appreciation. assuringclarifying Confirm proposal Confirm proposal Confirm final agreements Promising what we can do Signing, appreciation Don’t forget assuring
  • 9. Relaxed teaching You should • Talking about our superiority Recent awards No.1 customer satisfaction score Teachers work as one team Business person only Customize anything for you Why choose us
  • 10. You should not do Escaping from customersGetting angry to customers if you fall in love with customer…Focusing only for price
  • 11. Conclusion • You should talk about “superiority of us” • You should not - get angry, - escape from customers, also - love before closing • 3 steps in “Closing” • Confirm proposal • Clarify concerns • Assure final agreement • Closing is important because It’s like “love” Verifying the mutual trust