This is a 7 Part series.
See the intro (click here)
See Step 1 | Greeting (click here)
See Step 2 | Find something in common (click here)
See Step 3 | Ask Broad questions to ascertain need, want, desire (click here)
See Step 4 | Narrow it down- Use Features & Benefits (click here)
See Step 5 | Overcoming Objections (click here)
Today is Step 6 | Close the Sale
If you would like to read the whole thing together, click here
The full text is also available for free download in PDF, click here
Please fell free to use this material for your training needs. To see the power point presentation, click here
To download the presentation, click here
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Step 6 | Close the Sale
oh how I wish I had known this simple MEGA! step years ago.
Now that I think about it, most people just give out information - about themselves, their services, their product, but rarely, very rarely do they ask for a sale. Closing starts by asking.
you can do this in 3 ways:
a) Close by asking if the customer would like to make the purchase. This is the most simple and straightforward way of closing.
e.g. ' Can I call you boss now?' OR 'When do I start?' Or 'Am I selected?'
b) Close by alternate choice. Questions like, "Would you like it in blue or grey?" put the customer in a situation where they are not given the option to refuse the sale. If they answer with either of the options you've given them, then you've made the sale.
e..g 'Should I start the coming monday or the 1st of the next month?'
c) Close the sale by attaching accessory products or services to enhance the product / service.
e.g. 'I know some great people who I think you would really like having on your team. when can I get them to meet you?' Or ' I was hoping I could share with you some of the ideas I picked up while doing research on the company. when can I show them to you?'
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Tomorrow | The Full Text!
If you would like to read the whole thing together, click here
The full text is also available for free download in PDF, click here
Please fell free to use this material for your training needs. To see the power point presentation, click here
To download the presentation, click here
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