14 Adapting the Close and Confirming the Partnershipkisi.deu.edu.tr/sumeyra.duman/SALES/PPT/... · 12/20/2016 8 Closing clue (Prospect) Closing method Closing statement (Salesperson)

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14Adapting the Close and Confirming the Partnership

MANNING AHEARNE REECE© Pearson Education Limited 2014

Learning Objectives

• Describe the proper attitude to display toward closing the sale

• List and discuss selected guidelines for closing the sale

• Explain how to recognize closing clues

• Discuss specific methods of closing the sale

• Explain what to do when the buyer says yes and what to do when the buyer says no

14-2© Pearson Education Limited 2014

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• Approach

• Need discovery

• Presentation

• Negotiation

• Close

• Servicing the sale


Focus on Step 5: Close

• Have you effectively summarized the mix of key benefits?

• Will your proposal provide a solution that solves the customer’s problem?

• Is your proposal strong enough to win over a customer who is experiencing buying anxieties?


Review the Value Proposition from Customer Perspective

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• Loss of options

• Fear of making a mistake

• Social or peer pressures


Causes of Buyer Remorse

“. . . you don’t close sales; you build commitment to a course of action that brings value to the customer and profit to the seller.”

Tom Reilly, author of Value-Added Selling


Closing the Sale

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Figure 14.2 Guidelines for Closing the Sale

• Focus on dominant buying motives

• Achieve incremental commitments particularly for situations involving long selling cycles

• Negotiate through tough points before attempting to close

• Avoid surprises at close

• Display high-degree of self-confidence

• Ask for the order more than once


Guidelines for Closing the Sale

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• A closing clue is an indication, either verbal or nonverbal, that the prospect is preparing to make a buying decision

Verbal clues• Questions• Recognitions• Requirements


Recognize Closing Clues

Nonverbal clues• Body movement• Facial expression• Tone of voice

• Trial close

• Direct appeal close

• Assumptive close

• Summary-of-Benefits close

• Special concession close

• Multiple options close

• Balance sheet close

• Management close

• Impending event close

• Combination close

© Pearson Education Limited 2014 14-10

Specific Closing Methods

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Figure 14.4 Trial Close

• Configure more than one product solution

• Cease presenting product options when prospect has been given ample selection

• Remove products or features prospect is not genuinely interested in

• Concentrate on options of interest


Steps for Using the Multiple Option Close

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Reasons for Buying Now Reasons for Not Buying Now

1 1

2 2

3 3


Balance Sheet Close


Assumptive Close

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Closing clue(Prospect)

Closing method

Closing statement(Salesperson)

“That sounds fine.” Direct appeal close

“Good, may I get yoursignature on this order form?”

“What kind of financing do you offer?”

Multiple options close

“We have two methods…”

“We don’t have cash.” Assumptive close

“Based on your cash position, I recommend you use our financing option.”


Figure 14.3 Closing Worksheet


Adapt to Customer’s Communication Style

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• Reassure the customer to avoid buyer’s remorse


When the Buyer Says Yes

• Make sure the deal is really dead

• Review the chain of events

• Interview the client


When the Buyer Says No

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• What attitude should salespeople display toward the step of closing the sale?

• What guidelines can be useful in closing a sale?

• What clues can salespeople look for to determine if their prospect may be ready to close?

• What methods can be used for closing the sale?

• What should salespeople do when buyers say yes and when buyers say no?


For Review

Documents

14 Adapting the Close and Confirming the Partnershipkisi.deu.edu.tr/sumeyra.duman/SALES/PPT/... · 12/20/2016 8 Closing clue (Prospect) Closing method Closing statement (Salesperson)