14-1:List some aspects of the sales presentation that can make closing and confi

Question

14-1:List some aspects of the sales presentation that can make closing and confirming the sale difficult to acheive.

14-2: Describe three buying anxieties that sometimes serve as barriers to closing the sale.

14-3: What are guidelines should a salesperson follow for closing the sale?

14-4: Why is it important to review the value proposition from the prospect's point of view?

14-5: Define the term "incremental commitment". Why is it important to achieve incremental commitments throughout the sale?

14-6: Is there a best method to use in closing the sale? Explain.

14-7: What is meant by a trial close (the minor point close)? When should a salesperson attempt a trial close?

14-8: Explain the summary-of-benefits close (step-by-step close).

14-9: What confirming steps should a salesperson follow when the customer says yes? What should be done when the customer says no?

Explanation / Answer

Part of the Solution

Part of the problem

"It may be difficult but it's possible"

"It may be possible but its too difficult"

Finds an answer for every problem

Finds a problem with every answer

"Let me do it for you"

"That's not my job"

"There's a green near every sand trap"

"There are two or three sand traps near every green

Always has a plan

Always has an excuse

"I'll get it right next time."

"It wasn't my fault."

"If it is to be, it's up to me."

"I can't help it."

Translate dreams into reality.

Losers translate reality into dreams.

Empower.

Losers control

"Let's find out."

"Nobody knows."

What is a Close?

Closing

Attempt to Close
the Sale When

Computers
and
Closing

Perspectives on Closing

Abraham Lincoln's Record

1832

Defeated in the race for the legislature

1833

Failed in business

1834

Elected to legislature

1835

Sweetheart died

1836

Suffered a nervous breakdown

1838

Defeated for speaker in the legislature

1843

Defeated for nomination to Congress

1846

Elected to Congress

1848

Lost renomination

1849

Rejected for job as land officer

1854

Defeated for Senate

1856

Defeated for nomination for vice-president

1858

Defeated for Senate

1860

Elected sixteenth president of the United States

Function of the Close

The Need

For a Close

Reassure
and
Close

The
Salesperson's Attitude

Persistence

Don't Stop

at the

First "NO."

48%

Quit after the 1st contact

73%

Quit after the 2nd contact

85%

Quit after the 3rd contact

90%

Quit after the 4th contact

10%

Get 80% of the business

Dealing with Rejection

Six

Useful

Tactics

The buyer may have rational reasons for not buying that they do not tell you

Barriers to Closing

The Closing Curve

Display Self-confidence
at the Close.

Recognizing Buying Signals

The CHEF Technique

C

Cheek or Chin

H

Hands

E

Eye Contact

F

Friendliness

Some verbal and non verbal buying signals

Resistance

Verbal
Signals

Gestures

Other

Types of Closes

The Trial Close

asks for an opinion not a decision

Assumptive Closes

Minor-Point Close

Physical-Action Close

Alternative-Choice Close

Order-Blank Close

Continuous Yes

Similar Situation

Direct Closes

ask for the business

Direct
Appeal
Close

Part of the Solution

Part of the problem

"It may be difficult but it's possible"

"It may be possible but its too difficult"

Finds an answer for every problem

Finds a problem with every answer

"Let me do it for you"

"That's not my job"

"There's a green near every sand trap"

"There are two or three sand traps near every green

Always has a plan

Always has an excuse

"I'll get it right next time."

"It wasn't my fault."

"If it is to be, it's up to me."

"I can't help it."

Translate dreams into reality.

Losers translate reality into dreams.

Empower.

Losers control

"Let's find out."

"Nobody knows."

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