|
Home / Others
Closing Is The Key To Selling
By:Andy Szebeni
A now retired but well-respected sales trainer once said the three most important things to ensure a successful sale are: close,close, close.
There are numerous closing techniques with great names such as the Half Nelson, the Full Nelson, Puppy Dog Close and the Last Ditch Close. While it helps to have a catalogue of techniques to use in different situations knowing three basic methods will get you started.
1) The direct close: 'Fine, let's complete the paperwork', or 'Let's do the cheque now'.
2) The alternative close: 'Do you prefer to pay by cheque or cash?', 'Do you want red or green?', 'Do you want twelve or thirteen?'
3) The major/minor close: 'Will you be requiring ten extra handbooks to go with your course, or 12?', 'Do you want metallic paint on the car?' , 'Would you like a set of shoe trees to go with your shoes?'.
There is a golden rule to closing: once you have asked any form of closing question to conclude your business, SHUT UP. Many sellers can't bear what they perceive as the pressure of the silence and start talking again, even though the only person suffering the pressure is the seller.
However, some prospects just can't or won't make a decision with one of the fundamental closes. Some will procrastinate. Others hope the decision will be made by somebody else. Others actually fear making buying decisions.
If this happens, it is likely you are talking to the wrong person and have been wasting your time with a slick presentation. A simple question when setting the appointment is 'Would there be anybody else, who might be involved in making the decision to purchase?' . This gently ensures that the prospect is your MAN - the one with the Money, Authority and Need.
It all comes down to attitude and determination to ask for the business. Persist and find out how best to show the prospect that your product is perfect for them. If they see you as a consultant you have a much better chance than if they perceive you as a peddler.
Don't make the mistake of leaving a brochure at the end of the presentation in place of closing the prospect. Usually the only person that benefits from this on a regular basis is your printer! Leaving brochures only leads to procrastination on both sides. Distributing sales literature is all activity but no achievement.
It is vital to be realistic about some prospects. There are time wasters, and there are some wallies! Don't waste your time selling to them but always leave with a polite parting and leave the door open for future contact
Digg
del.icio.us
Blink
Stumble
Spurl
Reddit
Netscape
Furl
Article keywords: sales, selling, close, closing, appointment, new, telesales, telemarketing, skill
Article Source: http://www.articles2k.com
Andy Szebeni is a sales trainer based in the UK. He is a director of A&P Training(http://www.a-and-p.com), a company offering courses and seminars in sales techniques. A&P also offers appointment making and telesales services direct to SMEs.
|
|
| Top Others Articles |
- 1). Clay Pot Crafts: Make a Bell for the Porch By : Paul Duxbury
Clay pot crafts are a cute way to make home decorations. In clay pot crafts, clay flower pots can be crafted into a variety of decorative things that appeal to gardeners. Usually, the crafter begins with new pots.
|
|
|
|
|
- 4). Biotechnology And Immortality By : frank vanderlugt
In a very primitive way we are on the road to Immortality.
Within the nucleus of nearly every one of the 100 trillion cells that make up our body is a Computer Program of enormous complexity. This Computer Program is our DNA.
We can now for the first time in Man's history read the message this Computer Program produces.
|
|
|
|
|
|
|
|
|
|
|
- 10). Treadmill Vs Elliptical By : Kathryn ONeill
Should you buy an elliptical trainer or a treadmill? Discover the unique benefits of both elliptical trainers and treadmills to help decide which one is best for you.
|
| New Others Articles |
- 1). Psychic Ability - Fraud Or Gift? By : Ciara McGrath
A psychic has some special powers that ordinary people don’t have. Some psychics are able to predict the future, others can communicate with the recently deceased. Some psychics are telepathic, others have the ability to exorcise ghosts.
The police use psychics to help solve crimes, preferably without the media getting to know! The newspapers would have a field day mocking the police investigator who had to resort to a “fortune teller”
Many people secretly believe that ...
|
- 2). Native Speakers? By : Brenda Townsend Hall
In a recent poll, I asked readers if they thought English language teachers should be native speakers. The result was interesting, as the vote from those with an opinion was close with 48% believing they should be native speakers and 41% saying no. I don’t know what you think about this but I’ve always had mixed feelings.
The first question I would raise with those who believe being a native speaker is an essential prerequisite for an English language teacher is, which nat...
|
- 3). Don't Hesitate To Cry A Tear By : Hallidae Thomason
Growing up, my siblings and I were never aloud to cry even just one tear. No matter how sad, mad or hurt we were, tears were never allowed. We were told that truly tough people didn't shed a tear no matter how bad life got. Tears, our parents said, were for wimps and people who weren't strong enough to handle life.
As I grew into my teenage years, I found it nearly impossible to make it through week after week without crying a single tear. Since I knew my parents would not...
|
- 4). I Heard About A Shark Attack By : Hallidae Thomason
Ever since my children were little, my husband and I have been taking them on beach vacations. So my kids have grown up with an honest love of the ocean. Even my youngest child loves to run by the side of the ocean and to wake up to the sound of the waves. My own childhood was filled with various beach vacations and cruises on the ocean. I have never given safety much of a thought on our family's beach vacations, but last year we heard a story about a shark attack that had ha...
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
