What Makes a Good Closer?

1
What Makes a Good Closer?
The Close

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

2
How Many Times Should You Close?

• Must be able to use multiple closes
• Three closes is a minimum
• With practice you will learn to close multiple
  times without appearing pushy

3
Closing Under Fire

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

4
Difficulties With Closing

• Closing can be 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

5
Twelve Keys to a Successful Closing
6
Techniques for Closing the Sale Which Close
Should be Used?
7
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

8
Would you prefer the Xerox 6200 or 6400 copier?

• Im not sure., says the customer
• Continue with your FABs

9
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

10
Prepare a Multiple-Close Sequence

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

11
Prepare a Multiple-Close Sequence

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

12
Multiple Closes Incorporating Techniques for
Overcoming Objections
13
Multiple Closes Incorporating Techniques for
Overcoming Objections
14
Examples of Closing Techniques Based on Situations
15
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

16
Lets Review The Parallel Dimensions of Selling
Selling Process
Presentation Discuss Product Present Marketing
Plan Explain Business Prop. Suggest Purchase
Buyers Mental Steps
Prospecting