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How to Close a Sale Step 5. Objectives  Identify customer buying signals  List tips for closing a sale  Decide on appropriate specialized methods for.

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Presentation on theme: "How to Close a Sale Step 5. Objectives  Identify customer buying signals  List tips for closing a sale  Decide on appropriate specialized methods for."— Presentation transcript:

1 How to Close a Sale Step 5

2 Objectives  Identify customer buying signals  List tips for closing a sale  Decide on appropriate specialized methods for closing a sale

3 Closing Concepts and Techniques  Sometimes closing a sale is so natural, the customer will do it for you!  Most situations though, the salesperson MUST close the sale

4 Timing the Close  You must be flexible in your sales process  All customers may be ready to buy at different times throughout the process  Remember, you may not go through all steps of a sale  Buying Signals  Things customers do or say to indicate a readiness to buy  Nonverbal signals/cues – Body language/Facial expressions  “This is exactly what I was looking for.” “When would I be able to get this delivered?”

5 Timing the Close  Trial Close  An initial effort to close a sale  Can be attempted to test the readiness of a customer and your interpretation of a positive buying signal  Beneficial:  Doesn’t work – You learn from the attempt  Does work – You closed the sale early and successfully!

6 Tips for Closing the Sale  Recognize Closing Opportunities  Use effective product presentations to close  Dramatic product presentations often prove important selling points  Take advantage of high customer interest

7 Tips for Closing the Sale  Help Customers Make a Decision  When they are having difficulty making a decision, stop showing additional items!  Narrow the items – get rid of ones that have no interest  “Which of these items do you like the least?”  Summarize major features, explain advantages & disadvantages, etc.

8 Tips for Closing the Sale  Create an Ownership Mentality  Use words such as you and your to indicate ownership  “You will appreciate these waterproof hiking shoes on your next hiking trip when it starts to rain.”  This helps the customer to visualize themselves owning those products

9 Tips for Closing the Sale  Avoid threatening words  When possible avoid words like now and today because customers feel that need to act immediately  They may feel TOO MUCH pressure and change their mind altogether

10 Tips for Closing the Sale  Get Minor Agreements  Seek minor agreements on selling points you know the customer has observed in the presentation  “Those newly designed golf shoes are comfortable, aren’t they?”  Getting positive responses/reactions helps create a natural closing

11 Tips for Closing the Sale  Pace Your Closing  If you sense they are ready to make a buying decision, stop talking about the product  If you keep talking, this can annoy the customer and possibly lose you the sale  Do not rush customers into a decision  Be patient, courteous, polite, and helpful

12 Methods for Closing the Sale  Which Close  Standing-Room- Only Close  Direct Close  Service Close  Best Time Close  Artisan Close  Compliment Close  Concession Close

13 Which Close  Making a decision between two items  Unwanted items should be removed  Compare selling points of each  “Which one do you prefer?”

14 Standing-Room-Only Close  Used only when a product is in short supply OR when the price will be going up in the near future  ONLY USED when the situation honestly calls for it  Could be seen as a high pressure tactic  “I’m sorry, I can’t promise you that I can make this same offer/deal later.”  Used when selling HIGH demand products  “The item you like is part of a special promotion. It is the last one we have in your size.”

15 Direct Close  You ask for the sale  Only use this when the buying signal is VERY strong  “Can I assume that we’re ready to talk about the details of your order?”  “How would you like to pay for this purchase – cash, check, or credit card?”

16 Service Close  May require special services in order to help close  Gift wrapping, a return policy, warranties & guarantees, special sales arrangements  Great thing to do when the customer is purchasing the item as a gift  Special sales arrangements are usually done when the customer needs help paying for an item/order – lay-a-way; pay over time, etc.

17 Best Time Close  Creating a sense of urgency  Don’t use unless the customer is on the fence about buying  There is no time to buy this like NOW

18 Artisan Close  Talk about who made it, where it was made, the quality of the product, etc.  “This shirt is made out of high quality silk…”

19 Compliment Close  Point out the customer’s qualities with the item.  “That shirt looks great on you!!”  Only use this when the compliment is GENUINE!!!  Don’t lie!

20 Concession Close  Offering something in return for the customer purchasing the item  “If you purchase this today, we can throw in a 2 year warranty for half price.”

21 Question  Which closing technique do you think would be the easiest, most efficient method?  Which do you think is the hardest?  Do you think that you could use multiple techniques to close a sale?


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