Closing the Sale

1
Closing the Sale

• Dr. Jim Burton
• Marketing Real Estate
• Richards College of Business

2
Overview

• When to Close
• Overcoming Objections
• Prepare for Many Closes
• 12 Keys to Successful Closing
• Some Techniques for Closing
• A Multiple-Close Sequence
• Six Sales Mistakes

3
When to Close

• When the Prospect is Ready!
• Read the Buying Signals
• Buyer asks questions
• Buyer asks others opinion
• Buyer relaxes becomes friendly
• Pulls out a purchase order form
• Buyer carefully examines product

4
Overcoming Objections

• Always Be Closing (ABC)
• Ask for the Order Be Quiet
• Get the Order, then Move On !
• Use Multiple Closes
• Overcome the FEAR of Closing
• Use Planned Well-Rehearsed Presentation
• Ask, Ask, Ask !

5
Essentials of Closing Sales

• Be Sure your Prospect Understands
• Tailor your Close to each Prospect
• Consider the Customers Point of View
• Never Stop at First NO

6
Essentials of Closing - Continued

• Recognize Buying Signals
• Attempt a Trial Close
• After Asking for Order - Be Silent !
• Set High Goals
• Develop Confident Attitude

7
12 Keys to Close

• Think Success ! Be Enthusiastic.
• Plan your Sales Call.
• Confirm your Prospects NEEDS in the Approach
• Give a GREAT Presentation

8
12 Keys to Close

• Use Trial Closes
• Smoke out the Prospects REAL Objections
• OVERCOME the Real Objections
• Use a Trial Close after Overcoming Each Objection

9
12 Keys to Close

• Summarize BENEFITS as related to Buyers NEEDS
• Use Trial Close to Confirm Benefits/Needs
• Ask for Order, then Silence
• Leave the Door Open
• Be a Professional

10
Common Closing Techniques

• Alternative-Choice Close
• Assumptive Close
• Compliment Close
• Summary-of-Benefits Close
• Continuous-Yes Close
• Minor-Points Close

11
Common Closing Techniques

• T-Account or Balance Sheet Close
• Standing-Room-Only Close
• Probability Close
• Negotiation Close Value/Price
• Laptop PC Close

12
Multiple-Close Sequence

• Several Different Closes
• Use Closing Techniques based on the Situation,
  p.362

13
Six Sales Mistakes

• Tells instead of Sells
• Over-Controls the Buyer
• Doesnt Recognize her NEEDS
• Or Overcome with Benefits
• Avoids Dealing w/Negative Attitudes Effectively
• Makes WEAK Closing Statements