Closing the Sale
Join us and discover some of the tricks behind closing deals. From direct questions to Ben Franklin's approach and leaving things with your clients for weekend consideration - these techniques are proven winners when used right. Plus persistence is key in sales so let this session introduce you to 15 activities that will make all the difference!
Closing Techniques
Creating a Custom Toolbox
Once your customer has made their decision - whether it's yes or no- take time understand why they chose what they did so as not only help them but also use this insight in future pitches!
Strategies to Try
Don't have a plan? Try asking some strategic questions, like "Are we ready to move ahead?", or try the Ben Franklin approach! Split up a piece of paper into two and write down all your product's pros on one side – then invite them to jot down the cons. This can be just what an undecided buyer needs in order to make their decision - but use it wisely; if they don't seem open for this conversation, drop it right away.
Offering customers a trial period with new products can be an effective strategy – it gives them time to get acquainted and fall in love all on their own! From pups to photocopiers, leaving the item for the weekend often leads buyers to come up with compelling reasons why they need it.
Persistence Pays Off
It may be true that five rejections are necessary before you get your big break - but whatever number or frequency works for you, use what you learn on each disappointment as fuel when trying again! Additionally consider leveraging those who don't purchase from you; they may have connections with someone in need of what you offer. Get creative with every opportunity to increase success!
Thank You Notes
Appreciating others is a surefire way to leave an impression. Whether you make the sale or not, taking time to show gratitude makes all the difference. A simple thank-you note speaks volumes – never underestimate its power!
Top Fifteen Activities That Make You Successful at Closing the Sale
The Big List
You walk through the doors a few minutes before appointment time, looking like nothing can shake you; poised and professional but still friendly. While getting settled in, conversation flows easily as if it was all rehearsed - which, of course it wasn't! Lastly when its time for business talk to start up again you're ready to take over with confidence without being too pushy or aggressive; taking cues from whatever is asked of so that the focus remains on giving an exemplary presentation every single step along the way.
Make sure your presentation is interactive, taking no more than two thirds of the meeting time so that clients can ask questions and you have the opportunity to address any potential objections before they even come up. Show excitement for what you offer - it will help create an engaging atmosphere! Ready for a closing question? If successful, finalize details. But don't forget: if unsuccessful in sealing the deal here, make sure to probe further into why not & answer their reservations as needed!
After a brief consultation, you make your closing attempt. If it succeeds and the buyer is content with everything, then all that's left to do is finalize those details. No matter what the outcome of your discussion may be however - success or otherwise - always express gratitude for their time and exit gracefully! And remember: if during a thirty minute meeting things start taking longer than expected due to extra questions from customers just ask permission first before extending the appointment past its set limit so as not to disrupt them further.