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14 Selling Today Closing the Sale and Confirming the Partnership

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Presentation on theme: "14 Selling Today Closing the Sale and Confirming the Partnership"— Presentation transcript:

1 14 Selling Today Closing the Sale and Confirming the Partnership
10th Edition CHAPTER Manning and Reece 14 Closing the Sale and Confirming the Partnership

2 Six-Step Presentation Plan
Approach (Chapter 10) Presentation (Chapter 11) Demonstration (Chapter 12) Negotiation (Chapter 13) Close Servicing the Sale

3 Strategic Planning for Close
Review barriers to closing sale Review closing guidelines Prepare several closing methods Plan to ask for order more than once Practice the closing

4 Actions During Close Recognize closing clues
Focus on customer’s greatest interest Handle tough points _____ Avoid surprises Keep prospect _____ Display confidence Accommodate buyer’s communication style Ask for order more than once

5 Buyer Anxieties Review the value proposition from the prospect’s view
Reluctance can be due to: Loss of ____ Fear of making a mistake Social or peer _________

6 Guidelines for Closing Sales
Focus on dominant buying motives Longer selling cycles require multiple commitments Negotiate tough ______ before close Avoid surprises at close Display ________ at close Ask for order more than once Recognize closing clues

7 Closing Clues Verbal clues Questions Recognitions Requirements
Nonverbal clues Facial expression changes Prospect nods agreement Leans toward you Examines product literature intently

8 Specific Closing Methods
Trial close Summary-of- benefits Assumptive Special concession Multiple options Balance sheet Management Direct appeal Combination

9 Closing Worksheet FIGURE 14.3

10 Trial Close Made at opportune time “Can we ship in May?”
“Would you like to start on the first of the month?” “Will a $500 down payment be possible?”

11 Trial Close Opportunities

12 Summary-of-Benefits Close
Reemphasize value-added buyer benefits “That’s $25 for each lunch, four conference rooms, and audio/visual support, plus our special meeting package. Can I make this reservation for you?”

13 Assumptive Close Subtle way to ______________, assuming customer will buy Comes near the end of the presentation “Because this shipment can meet your timetable, let’s go ahead and place your order.”

14 Special Concession Close
Extra incentive for acting now Sample inducements Sale price Quantity discount Liberal credit plan Use with care

15 Multiple Options Close
Present several options to customer Steps: Configure more than one product solution Stop when ample selection presented Remove less-appealing options or products

16 Balance Sheet Close Outlines reasons to buy and not to buy
Engage customer in this process Reasons to buy Reasons not to buy

17 Management Close Involve senior executives or sales manager
Upper-level managers add value Makes prospect feel ___________

18 Direct Appeal Close Ask for the order in a straightforward manner
Should not come too early Gain prospect’s respect first After asking, remain quiet

19 Combination Closes Sales person simply combines two or more close methods for effectiveness

20 Practice the Close Make these closing methods work better via practice: Try sample “script” on sales manager Use a video camera, tape yourself Use closing worksheet to prepare

21 Create Your Own Closing Worksheet
Include the following: Several customer closing clues (verbal and nonverbal) An appropriate closing method for each A subsequent closing statement for you to use

22 Confirmation Step Reassure customer Confirm sale and partnership
Reduce buyer’s remorse— forms of regret, fear, anxiety about sale Compliment buyer on wise decision Thank customer for order

23 When Buyer Says No Learn to manage disappointment When a sale is lost:
Make sure the deal is really dead, otherwise reopen the presentation Review chain of events, identify weaknesses Obtain customer feedback to improve

24 Facing Competition Some buyers want to look at competing products/services Do all possible to help customer make an intelligent comparison Stress areas where your product is superior

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