How does an effective salesperson close the sale

How does an effective salesperson close the sale and establish a relationship with the customer? Close the Sale & Follow-up

Closing the sale -obtaining an agreement from the customer to buy. Timing the Close n Remain Flexible & Look for buying signals (things a customer does to indicate readiness to buy) – Holding merchandise and smiling – comments that imply ownership n Benefits of trial close (initial effort to close the sale) – learn why customer not ready – close sale

General Rules for Closing n Recognize closing opportunities – Take advantage of customer interest during the presentation n Help customers make a decision – Stop showing additional merchandise and narrow down selection of items

General Rules for Closing n Create ownership mentality – Use words that indicate ownership – Look for agreement on selling points n Do not talk too much and do not rush – Be patient, polite and helpful – Customer satisfaction is your primary concern

Specialized Closing Methods 1. Which Close -have customer make a decision between two items. – remove items till only two left, review the benefits of each, ask customer which they prefer 2. Standing-Room-Only Close – use when product in short supply n use only when true 3. Direct Close – Ask for the sale

Specialized Methods of Closing 4. Service Close – Explains services that overcome obstacles – gift wrapping, return policy, special sales arrangement, warranties, guarantee – maybe be only factor that separates you from the competition

Failure to Close n Get feedback – Use as a learning experience – Consider customer a future prospect n Maintain a positive attitude

Suggestion Selling -selling additional goods or services to the customer. n Rules – Use after customer has commitment to buy but before payment – Make recommendation from customer’s point of view and give a reason – Make the suggestion definite – Show the item – Make the suggestion positive

Suggestion Selling Methods n Cross selling – Offering related merchandise n Up selling – Recommend larger quantities n Calling attention to special sales opportunities

After-Sale Activities n Order processing – Bagging and payment processing n Departure – Thank customer and reassure, discuss special care or instructions n Order fulfillment – Packaging and shipping if necessary n Follow-up – Making arrangements to follow thru on all promises made to customer – Follow-up phone calls and thank you notes n Customer Service – Make sure customer is satisfied

After Sales Activities n Keeping a client file – Take notes on customers such as preferences, and keep on hand for future reference n Evaluate your sales efforts – Consider the strong and weak points in your performance

Customer Relationship Management(CRM) n Follow-up – Utilize technology to track customers and purchases – Maintain contact with customers – Maintain relationships (clubs, personalized newsletters, etc) – Develop customer loyalty by keeping customer informed and utilizing reward programs