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Follow-up
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CLOSING THE SALE AND FOLLOW-UP
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CLOSING THE SALE AND FOLLOW-UP
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CLOSING THE SALE AND FOLLOW-UP
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Closing Methods
• Assumptive Close • Summary-of-
Benefits Close
• Minor Point Close
• Balance Sheet
• Alternative Close
Choice Close
• Buy-Now Close
• Direct Close
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CLOSING THE SALE AND FOLLOW-UP
Assumptive Close
Allows the salesperson to verbalize the
assumption to see if it’s correct:
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CLOSING THE SALE AND FOLLOW-UP
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CLOSING THE SALE AND FOLLOW-UP
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CLOSING THE SALE AND FOLLOW-UP
Direct Close
Simply asks for the order:
• “It sounds to me as though you are ready
to make the buy. Let’s get the order into
the system.”
• “If there are no more questions I can
answer, I would sure like us to do
business today. What do you say?”
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CLOSING THE SALE AND FOLLOW-UP
Summary-of-Benefits Close
Reviews the benefits accepted,
reminds buyer why they are
important, then asks for the order:
• “Ms. Buyer, we’ve agreed that our product will
substantially upgrade your technical capabilities,
allow you to attract new business, and all the while
save you money, isn’t that right? Let’s go ahead
and place the order today. I will have my service
technician out to train your staff next week.”
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CLOSING THE SALE AND FOLLOW-UP
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CLOSING THE SALE AND FOLLOW-UP
Buy-Now Close
Creates a sense of urgency with the
buyer (reason must be honest):
• “We have a price increase on this product effective
in two weeks. Orders placed today can be
guaranteed to ship at the current price.”
• “My company is running a special this week. This
product is currently 20 percent off the regular price.”
• “I’m almost out of stock on this product in our
warehouse.”
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CLOSING THE SALE AND FOLLOW-UP
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CLOSING THE SALE AND FOLLOW-UP
Attitude is Important
• Attitude – state of mind or feeling with
regard to a person or thing
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CLOSING THE SALE AND FOLLOW-UP
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CLOSING THE SALE AND FOLLOW-UP
Trial Close
• Can be used at any time during the
sales process
• Ineffective preapproach
• Not listening
• Product delivery
• Installation of equipment
• Customer training
• Product performance
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CLOSING THE SALE AND FOLLOW-UP
• Never argue
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CLOSING THE SALE AND FOLLOW-UP
• Be systematic
• Express appreciation
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