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Close a Sale
Things to consider about the close
• No close means no commission
– If you don’t close, you don’t get paid. Selling the
product is where the value proposition is made,
closing the deal is where the agreement is made.
• No close means no exchange
– When you don’t attempt to close, you aren’t
attempting to actually get your offer into the
hands of your customer.
Selling and Closing
• Selling requires you to sell features, options,
and get emotional involvement.
• The close requires persistence and logic to
make sense of getting your customer make a
decision.
• The bridge is something that is intended to
reconcile or form a connection between two
things.
Common bridges
• “Have you seen enough to make a decision?”
• “What do you like about what you have seen
up to this point?”
• “Up to this point, what problems do you see us
helping out with?”
• “Have you seen enough to make sense of the
investment?”
Trial Close
• This is like a test to see the level of ownership
a client has taken. This is near the end of the
demonstration and gives you an idea of what
they are thinking about with your product or
service.
• Also known as assumption close
Sample trial closes
• “Hey, it looks like you really like this, is that
true?”
• “If you took this home, would you be proud to
own this?”
• “Do you prefer the larger or smaller version?
• “How would this look in your new apartment?”
6 Sales Closing Techniques and
Why they Work
~Adam Wiggins~
Now or Never Close
• Salespeople make an offer that includes a special
benefit that prompts immediate purchase.
– “This is the last one at this price.”
– “We’ve got a 20% discount just for customers who sign up today.”
– “If you commit to buy now, I can fast track you to the front of the
implementation queue.”
It’s likely they won’t be expecting this response – first, because you
agreed to their request, and second, because you have proposed
closing today.
Question Close
• Effective salespeople focus on closing a sale as soon
as a conversation with a prospect begins. Through a
series of questions, they develop desire in the client
and eliminate every objection to purchase.
– In your opinion, does what I am offering solve your
problem?”
By keeping your ear to the ground -- and assuming good intent from the
start -- you'll bring an authority and direction to your sales process that
wouldn't be there otherwise.
Take-Away Close
• If they're balking on price, remove a feature or
service and present the discounted offer to them.
It's likely, they'll be thinking about the part you
removed rather than the discounted price.
– We can offer the educational tour package at P12,000
instead of P14,000 but the package will no longer include
the daily buffet breakfast and the Enchanted Kingdom Day
Pass with unlimited pass on all rides.