How to close a sale Chapter 15.1.

Slides:



Advertisements
Similar presentations
Closing the Sale Chapter 15.
Advertisements

Marketing Objective 5.03 The Sales Process.
Sales Presentation Upon completion of this unit you will be expected to conduct an actual sales presentation, demonstrating mastery of each step of the.
Closing the Sale and Following Up. Recognizing Customer Buying Signals n Things a customer will do or say to indicate a readiness to buy. n Included:
Chapter Steps of a Sale.
Chapter 13 Initiating the Sale
How to Close a Sale Step 5.
A Homemade PowerPoint Game By Shevetta Reed WSU IT 6140 Play the game Story Credits Copyright Notice Objectives Game Directions.
Planning the Sales Call Is a Must! Chapter 7 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.
MARKETING I SELLING. WHAT IS SELLING? Any form of direct contact between a salesperson and a customer. Two-way communication! Salesperson is knowledgeable.
Marketing Co-Op Chapter 15.1 & Step Six: Closing the Sale  Obtaining an agreement to buy from the customer help  All steps up to now have been.
Chapter 15 Closing the Sale
Chapter 15 Closing the Sale
© McGraw-Hill Companies, Inc., 2000Irwin/McGraw-Hill Chapter 7 Planning The Sales Call Is A Must!
FINALIZING A SALE. Closing the Sale Closing the sale is obtaining an agreement to buy from the customer. All efforts up to this step of the sale have.
Do Now Exercise: 5 minutes:
Section 15.1 Customer Buying Signals
Steps of the Sales Process
Section 15.2 Effective Selling
Chapter 15 closing the sale Section 15.1 How to Close a Sale
Welcome Your Prospect’s Objections
Chapter 17 Closing the Sale & Following Up. The Steps of a Sale 1.Preapproach (14) 2.Approaching the Customer (14) 3.Determining needs (15) 4.Presenting.
CHAPTER 14 Sales Promotion, Personal Selling, & Sales Management M A R K E T I N G Real People, Real Choices.
Customer Satisfaction and Retention Chapter 15.2.
Closing the Sale Ch. 15 ME. How to Close the Sale Section 15.1.
Bell Ringer  When should you attempt to close the sale?  Should you wait until you have covered all selling points before closing?  Or could you close.
Introduction to Business & Marketing February 7, 2011.
CHAPTER 14 & 15 MARKETING DYNAMICS STUDY GUIDE. Layman’s terms words the average customer can understand.
AND CONFIRMING THE PARTNERSHIP
Closing the Sale. Closing the sale is obtaining positive agreement from the customer to buy.
Review 15.1 Things you need to know!. Perseverance A personal characteristic that causes one to view a failure as a challenge, not a defeat.
How does an effective salesperson close the sale and establish a relationship with the customer? Close the Sale & Follow-up.
+ The Sales Process Steps Step 5: Closing the Sale Closing the Sale is obtaining positive agreement from the customer to buy. To close the sale,
MARKETING I SELLING. WHAT IS SELLING? Any form of direct contact between a salesperson and a customer. Two-way communication! Salesperson is knowledgeable.
MKTG- Sales Presentation Unit 1 SELLING Foundations of Business and Marketing for Work Based Education.
Section 14.1 Product Presentation Chapter 14 presenting the product Section 14.2 Objections.
Close the Sale & Follow-up
Closing the Sale.
Closing the Sale and Following Up
Entrepreneurship Sales 101 Presented By Mrs. Bowden.
Identify the steps of Selling.
Determining Needs in Sales
The Selling Process Steps 6,7,8
Principles of Marketing
Closing the Sale and Following Up
Marketing Indicator 2.09 Understand sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales.
RESPONDING TO OBJECTIONS
Customer Buying Signals
Marketing Functions Marketing Co-Op.
Closing Begins the Relationship
Steps in the selling process
Personal Selling LT: Identify effective methods (e.g., which, trial, standing- room-only, direct) used in closing a sale. Standard OG 9.
Marketing Indicator 2.09 Understand sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales.
CH 15 – Section 1 Customer Buying Signals
Tuesday (write down one of the Learning Targets)
EFFECTIVE SALESMANSHIP
Chapter 13 Initiating the Sale
Section 13.1 The Sales Process
Jen is trying to sell her product, Awesome IRON™
PRODUCING AND MARKETING GOoDS AND SERVICES
Personal Selling LT: Understand sales processes and techniques to enhance customer relationships. Standard OG3 & OG8.
Close the sale.
Chapter 15 Closing the Sale.
Chapter 13 Initiating the Sale
Chapter 13 Initiating the Sale
Marketing Indicator 2.09 Understand sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales.
Chapter 15 Closing the Sale
Section 13.1 The Sales Process
Closing the Sale and Following Up
Chapter 15 Closing the Sale
Presentation transcript:

How to close a sale Chapter 15.1

Objectives Identify customer buying signals List rules for closing a sale Select appropriate specialized methods for closing a sale

Closing the Sale Obtaining an agreement to buy from the customer Timing the close: read page 315 Buying signals: things customers do or say to indicate a readiness to buy Trail close: an initial effort to close a sale

Steps in closing the sale Recognize closing opportunities Help customers make a decision Create an ownership mentality Do not rush

Recognize closing opportunities Dramatic product presentations prove selling points, and get the customer excited about the product. Strike when the interest in the product is high

Help Customers make a decision Narrow the selection Explain the advantages and disadvantages of the items being considered

Create an ownership mentality Use words that indicate ownership such as you or your Look for minor agreements from the customer on selling points that lead to closing the sale

Do not talk to much and Do not rush When you think the customer is ready to buy stop talking about the product. Don’t rush the customer Be patient, courteous, and helpful

Specialized Methods for closing the sale Which close Standing room only close Direct close Service close: B2B/Retail

Which close Encourages a customer to make a decision between two items. Create an ownership mentality when the customer has narrowed the items down to two “which do you prefer?”

Standing room only close Used when the product is in short supply, or going up in price in the near future. Should only be used when the situation honestly calls for it Usually used in high demand real estate

Direct Close A method in which you ask for the sale. Use only when the buying signal is very strong

Service close Explaining services that overcome obstacles or problems B2B- when payment is due, samples Retail- payment options, special buying plans

Failure to close sales Get feedback Maintain a positive attitude A customer who does not buy from you at the moment is still a future prospect Get some constructive criticism Maintain a positive attitude There should be no difference in the attitudes of when you make a sale and when you fail to close Leave an opening for the customers to get in touch with you

Preparing for future sales calls If the customer is send signals that he or she is not remotely interested then make a graceful exit leaving the door open for future calls

EOC Questions Why are trail closes beneficial? Why should a salesperson stop talking once the customer gives strong buying signals? What are buying signals? When are special sales arrangements used to close a sale?