Upload
michael-tan-han-hui
View
226
Download
1
Embed Size (px)
Citation preview
8/13/2019 Sales Closing Technique
1/25
8-1
Closing the Sale andClosing the Sale and
Follow-upFollow-up
88
8/13/2019 Sales Closing Technique
2/25
8-2
CLOSING THE SALE AND FOLLO-!"
8/13/2019 Sales Closing Technique
3/25
8-3
CLOSING THE SALE AND FOLLO-!"
Lea#ning O$%e&ti'es
( De)ine &losing and e*plain how &losing )its intothe #elationship-selling +odel
( !nde#stand di))e#ent &losing +ethods andp#o'ide e*a+ples o) ea&h
( Dis&uss the &on&ept o) #e%e&tion and wa,s todeal with it
( Identi), 'a#ious non'e#$al $u,ing signals
( now when to t#ial &lose
8/13/2019 Sales Closing Technique
4/25
8-4
CLOSING THE SALE AND FOLLO-!"
Lea#ning O$%e&ti'es
( .e&ogni/e and a'oid &o++on &losing+ista0es
( E*plain aspe&ts o) )ollow-up that enhan&e&usto+e# #elationships
8/13/2019 Sales Closing Technique
5/25
8-5
CLOSING THE SALE AND FOLLO-!"
( The &lose should $e pa#t o) a natu#alp#og#ession o) the dialogue with the&usto+e#
( !se &losing s0ills at the appropriatepoint inthe &usto+e# dialogue 1 not just at theend
(!se a&ti'e listening s0ills to identi),&usto+e# $u,ing signals 'e#$al andnon'e#$al3 th#oughout the sales &all 1e*a+ples a#e gi'en on late# slides
Selling is Not a Linea# "#o&ess
8/13/2019 Sales Closing Technique
6/25
8-6
CLOSING THE SALE AND FOLLO-!"
( Ta0e the &usto+e#4s pe#spe&ti'e in &losing
( !se the $est app#oa&h to &losing5 $ased on
the &i#&u+stan&es
Selling is Not a Linea# "#o&ess
8/13/2019 Sales Closing Technique
7/258-7
CLOSING THE SALE AND FOLLO-!"
Closing 6ethods
( Assu+pti'e Close
( 6ino# "oint Close
( Alte#nati'e
Choi&e Close
( Di#e&t Close
( Su++a#,-o)-
7ene)its Close
( 7alan&e SheetClose
( 7u,-Now Close
8/13/2019 Sales Closing Technique
8/258-8
CLOSING THE SALE AND FOLLO-!"
Assu+pti'e Close
( I can ship it to you on Monday. Ill goahead and schedule that.
( Lets get this paperwork filled out so we
can get the order into the system.
( You need Model 4 to meet your
specifications. Ill call and reser!e one for
you.
Allows the salespe#son to 'e#$ali/e the
assu+ption to see i) it4s &o##e&t
8/13/2019 Sales Closing Technique
9/258-9
CLOSING THE SALE AND FOLLO-!"
6ino# "oint Close
( "hat color do you prefer#
( $o you want to use our special credit
terms#
( "hen would you like our technical crewto do the installation#
Fo&uses the $u,e# on a s+all ele+ent
o) the de&ision
8/13/2019 Sales Closing Technique
10/258-10
CLOSING THE SALE AND FOLLO-!"
Alte#nati'e Choi&e Close
( "hich works %est for your application&
Model '' or Model (#( "ould you like this deli!ered tomorrow&
or would Monday %e %etter#
( $o you want it with or without theser!ice agreement#
Gi'es the $u,e# +ultiple 'ia$le options
8/13/2019 Sales Closing Technique
11/258-11
CLOSING THE SALE AND FOLLO-!"
Di#e&t Close
( It sounds to me as though you are ready
to make the %uy. Lets get the order into
the system.
( If there are no more )uestions I can
answer& I would sure like us to do
%usiness today. "hat do you say#
Si+pl, as0s )o# the o#de#
C OS G S O O
8/13/2019 Sales Closing Technique
12/258-12
CLOSING THE SALE AND FOLLO-!"
Su++a#,-o)-7ene)its Close
( Ms. *uyer& we!e agreed that our
product will su%stantially upgrade your
technical capa%ilities& allow you to attract
new %usiness& and all the while sa!e youmoney& isnt that right# Lets go ahead
and place the order today. I will ha!e my
ser!ice technician out to train your staff
ne+t week.
.e'iews the $ene)its a&&epted5#e+inds $u,e# wh, the, a#e
i+po#tant5 then as0s )o# the o#de#
CLOSING THE SALE AND FOLLO !"
8/13/2019 Sales Closing Technique
13/258-13
CLOSING THE SALE AND FOLLO-!"
7alan&e Sheet Close
( Mr. *uyer& lets take a few minutes to list
out and summari,e the reasons this
purchase makes sense for you& and also
list any remaining )uestions you mayha!e. -his will help us make the right
decision.
2 &olu+n list 9.easons )o# 7u,ing: and9.e+aining ;uestions
8/13/2019 Sales Closing Technique
14/258-14
CLOSING THE SALE AND FOLLO-!"
7u,-Now Close
( "e ha!e a price increase on this
product effecti!e in two weeks. rders
placed today can %e guaranteed to ship
at the current price.
( My company is running a special this
week. -his product is currently '/percent off the regular price.
( Im almost out of stock on this product in
our warehouse.
C#eates a sense o) u#gen&, with the$u,e# #eason +ust $e honest3
CLOSING THE SALE AND FOLLO !"
8/13/2019 Sales Closing Technique
15/258-15
CLOSING THE SALE AND FOLLO-!"
Dealing with .e%e&tion
=< .e+e+$e# the di))e#en&e $etween sel)-wo#thand pe#)o#+an&e
2< Engage in positi'e sel)-tal0
>< Don4t assu+e youa#e the p#o$le+
?< "ositi'el, anti&ipate the possi$ilit, o) #e%e&tion
and it will not o'e#whel+ ,ou
@< Conside# that the de&ision not to $u, +a, ha'e
unde#l,ing #easons
CLOSING THE SALE AND FOLLO !"
8/13/2019 Sales Closing Technique
16/258-16
CLOSING THE SALE AND FOLLO-!"
Attitude is I+po#tant
( Attitude 1 state o) +ind o# )eeling with
#ega#d to a pe#son o# thing
( A positi'e attitude &o+$ined with
tena&it, &loses +o#e sales
CLOSING THE SALE AND FOLLO !"
8/13/2019 Sales Closing Technique
17/258-17
CLOSING THE SALE AND FOLLO-!"
e#$al 7u,ing Signals
( hen the &usto+e#
( Gi'es positi'e )eed$a&0 1 I like the new
features you descri%ed.
( As0s Buestions 1 "hat colors does it comein#
( See0s othe# opinions 1 "ho are someother firms that ha!e %ought your productrecently#
CLOSING THE SALE AND FOLLO-!"
8/13/2019 Sales Closing Technique
18/258-18
CLOSING THE SALE AND FOLLO-!"
e#$al 7u,ing Signals
( hen the &usto+e#
( "#o'ides pu#&hase #eBui#e+ents 1
My orders must %e split among four
warehouses.
CLOSING THE SALE AND FOLLO-!"
8/13/2019 Sales Closing Technique
19/258-19
CLOSING THE SALE AND FOLLO !"
Non'e#$al 7u,ing Signals
( 7u,e# is #ela*ed5 )#iendl,5 open
( 7u,e# $#ings out pape#wo#0 to
&onsu++ate pu#&hase
( 7u,e# e*hi$its positi'e
gestu#ese*p#essions
( 7u,e# pi&0s up sa+ple ando#
lite#atu#e and e*a+ines it
CLOSING THE SALE AND FOLLO-!"
8/13/2019 Sales Closing Technique
20/258-20
CLOSING THE SALE AND FOLLO !"
T#ial Close
( Can $e used at any timedu#ing the
sales p#o&ess
( 6a, eli&it a negati'e #esponse
$e&ause $u,e# is not #ead, to
pu#&hase
( A trial&lose that wo#0s $e&o+es the
&lose
CLOSING THE SALE AND FOLLO-!"
8/13/2019 Sales Closing Technique
21/258-21
CLOSING THE SALE AND FOLLO !"
Co++on Closing 6ista0es
( 7ad attitude
( Ine))e&ti'e p#eapp#oa&h
( Not listening
( 9One si/e )its all: app#oa&h
( !n&e#taint, a$out post-&losing a&tion
CLOSING THE SALE AND FOLLO-!"
8/13/2019 Sales Closing Technique
22/258-22
( "#odu&t deli'e#,
( C#edit and $illing
( Installation o) eBuip+ent
( Custo+e# t#aining
( "#odu&t pe#)o#+an&e
Co++on "ost-Sale Co+plaints
CLOSING THE SALE AND FOLLO-!"
8/13/2019 Sales Closing Technique
23/258-23
( Listen &a#e)ull, to the &usto+e#
( Ne'e# a#gue
( Alwa,s show e+path,
( Don4t +a0e e*&uses
Handling "ost-Sale "#o$le+s
CLOSING THE SALE AND FOLLO-!"
8/13/2019 Sales Closing Technique
24/25
8-24
( 7e s,ste+ati&
( 6a0e notes a$out e'e#,thing
( E*p#ess app#e&iation
Handling "ost-Sale "#o$le+s
CLOSING THE SALE AND FOLLO-!"
8/13/2019 Sales Closing Technique
25/25
( Custo+e# satis)a&tion
( Custo+e# #etention and lo,alt,
( .ee*a+ine the 'alue added
( .eset &usto+e# e*pe&tations asneeded
Othe# e, Follow-!p A&ti'ities