When Should I Pop the Question

1
When Should I Pop the Question?

• Closing is the process of helping people make a
  decision that will benefit them

2
Before You Close, What Should Be Done?

• Ask a trial close question

3
Why Ask a Trial Close Before You Close?

• To determine if ready to buy, plus what?
• To determine if there are
• Objections
• Questions

4
Lets Review! When Are the Times to Use a Trial
Close?

• 1. After making a strong selling point in the
  presentation
• 2. After the presentation but before the close
• 3. After answering an objection
• 4. Immediately before you move to close the sale

5
Lets Review! What Does the Trial Close Allow
You to Determine?

• 1. Whether the prospect likes your products FAB
  - the strong selling point
• 2. Whether you have successfully answered the
  objection
• 3. Whether any objections remain
• 4. Whether the prospect is ready for you to close
  the sale

6
If Objection Arises After the Close
Prospect raises an objection
7
Lets Review The Parallel Dimensions of Selling
Buyers Mental Steps
Selling Process
Presentation Discuss Product Present Marketing
Plan Explain Business Prop. Suggest Purchase
Prospecting
8
Exhibit 13-1 Close When the Prospect is Ready
9
Reading Buying Signals

• A buying signal is anything that prospects say or
  do indicating they are ready to buy
• Asks questions
• Asks another persons opinion
• Relaxes and becomes friendly
• Pulls out a purchase order form
• Carefully examines merchandise

10
Exhibit 13-2 Answering a Prospects Buying
Signal Question with a Question
11
Exhibit 13-3
A positive response to the trial close indicates
a move toward the close a negative response
means return to your presentation or determine
the prospects objections
12
What Makes a Good Closer?

• Ask for the order and be quiet
• Get the orderthen politely leave!

13
How Many Times Should You Close?

• Must be able to use multiple closes
• Three closes is a minimum
• You will learn how without being pushy

14
Closing Under Fire

• The first no from the prospect isnt
  necessarily an absolute refusal to buy

15
Difficulties With Closing

• Closing is the easiest part of the presentation
• Salespeople may fail to close because
• They are not confident in their ability to close
• They determine that the prospect does not need
  the quantity or type of merchandise, or that the
  prospect should not buy
• They may not have worked hard enough in
  developing a customer profile and customer
  benefit plan

16
Exhibit 13-5 Twelve Keys to a Successful
Closing
17
There are Eleven Closing Techniques in This
Chapter. Each

• Is different
• Can be used with other closing techniques
• Helps you be a better communicator
• Helps you better serve others
• Should be carefully studied

18
Exhibit 13-7 Techniques for Closing the Sale
Which Close Should be Used?
19
Prepare Several Closing Techniques

• The alternative-choice close is an old favorite
• The assumptive close
• The compliment close inflates the ego
• The summary-of-benefits close is most popular
• The continuous-yes close generates positive
  responses
• The minor-points close is not threatening
• The T-account or balance sheet close was Ben
  Franklins favorite

20
Prepare Several Closing Techniques cont

• The standing-room-only close gets action
• The probability close
• The negotiation close
• The technology close

21
Example The Alternative-Choice Close is an Old
Favorite

• Would you prefer the Xerox 6200 or 6400 copier?
• Study this question. It assumes
• The customer has a desire to buy one of the
  copiers
• The customer will buy
• And allows the customer a preference
• It provides a choice between products, not
  between a product and nothing
• By presenting a choice, you receive a yes
  decision or uncover objections

22
Would you prefer the Xerox 6200 or 6400 copier?

• Im not sure., says the customer
• Still in the desire stage
• Continue with your FABs

23
Would you prefer the Xerox 6200 or 6400
copier?

• If you see customer likes both 6200 and 6400 and
  appears indecisive, you can ask
• Is there something you are unsure of?
• This question probes to find out why your
  prospect is not ready to choose

24
Prepare a Multiple-Close Sequence

• Different closing techniques work best for
  certain situations
• Multiple closes incorporate techniques for
  overcoming objections

25
Prepare a Multiple-Close Sequence

• By keeping several difficult closes ready in any
  situation, you are in a better position to close
  more sales
• Multiple closes incorporate techniques for
  overcoming objections

26
Exhibit 13-9a Multiple Closes Incorporating
Techniques for Overcoming Objections
27
Exhibit 13-9b Multiple Closes Incorporating
Techniques for Overcoming Objections
28
Close Based on the Situation

• Different closing techniques work best for
  certain situations
• Customer is indecisive
• Customer is expert or egotistical
• Customer is hostile
• Customer is a friend
• Customer has predetermined beliefs
• Customer is greedy, wants a deal

29
Exhibit 13-10 Examples of Closing Techniques
Based on Situations
30
When You Do Not Make the Sale

• Know that you cannot always sell everyone
• Dont take buyers denial personally
• Be courteous and cheerful
• Leave the door open

31
If After Your Presentation You Received a
Positive Response to Your Trial Close, What
Would You Do?
Approach
Presentation
Trial Close
Determine Objections
Meet Objections
Trial Close
Close
32
If After Your Presentation You Received a
Negative Response to Your Trial Close, What
Would You Do?
Approach
Presentation
Trial Close
Determine Objections
Meet Objections
Trial Close
Close
33
If After You Meet the Objection You Received a
Positive Response to Your Trial Close, What Would
You Do?
Approach
Presentation
Trial Close
Determine Objections
Meet Objections
Trial Close
Close
Close
Close
Close
Close
Close
Close
Close
Close
Close
Close
Close
Close
Close
Close
Close
34
If After You Meet the Objection You Received a
Negative Response to Your Trial Close, What Would
You Do?
Approach
Presentation
Trial Close
Determine Objections
Meet Objections
Trial Close
Close
35
If After You Close You Receive a Negative, What
Would You Do?
Approach
Presentation
Trial Close
Determine Objections
Meet Objections
Trial Close
Close