HOW TO CLOSE THE SALE HOW TO

HOW TO CLOSE THE SALE

HOW TO CLOSE A SALE • When selling a product to a customer or client, the most difficult aspect a sales representative faces, is the moment of getting the clients approval to buy or purchase the policy.

HOW TO CLOSE A SALE The purpose of every closing technique is to bring you to the closing question which is, one to which a positive answer commits the customer to buy. Lets look at a few closing questions

HOW TO CLOSE A SALE 1. Ask for it – Matthew 7: 7 With this technique, you just come right out of it with a direct closing question. Such as, “Well, that seems to be the one, so when should we deliver it? ”, “Can I have your approval to go ahead? ”, “That is agreed then, so you will take it? ” etc. A lot of customers are just waiting to be asked, but there a lot more who simply have this fear of committing themselves. That is where the next technique comes to play.

2. Order/App Form With the Order Form close, you still ask the closing question but you disguise it in a subtle way. For example, Instead of a tough question like “Will you buy it? ”, You can ask an easier one like, “Could I have your initials please? ” or “Your postal address is x, y, z right? ” Note that whenever your customer answers your question, he/she is confirming that he/she will buy your product.

3. Either/Or ? This technique is another way of disguising the closing question. You can ask, “Would you rather have the lump sum at age 60 or annuity? ”, “manual or automatic? ”, “Large or small? ”, “Pay in cash, debit from account or credit card? ” Here, the customer finds it easier to choose from these alternatives than “Will you buy it or you won’t buy it? ”

4. Half Nelson? ? ? ?

5. Duke of Wellington The Duke of Wellington close involves summarising the characteristics of a product. Sum up all the negatives associated with making a purchase, then overturn these negatives and list all the positives associated with buying. If you can show that the positives outweigh the negatives and at the same time eliminate all the negatives, buying is the only logical option. In the prospect’s mind, making the purchase seems like the only logical thing to do because the positives don’t just outweigh the negatives, there are no negatives left!

6. Cautionary Tale This technique is normally for the indecisive customer or client. This really works well especially for representatives selling life assurance. Let them know about stories of other people and how their life became difficult after an incident occurred and how it could have been avoided if they had a policy.

7. The Lost Sale This technique is for the adamant clients. After saying all you can and the client is just not interested, just apologise for wasting his/her time and find out why or what you did wrong or what you did not say or include in your sale of the product that he/she the client wanted.

8. Process of Elimination This closing technique is for the customer who will not tell you what is worrying him/her. Therefore you ask your client a series of questions for him/her to answer. If the client or customer answers in the negative, he/she actually means positive.

9. Think it Over This is a closing technique for clients or customers who do not want to commit themselves to the sale and hence would always cowardly say, “I’ll think it over” when actually they mean “NO”.

10. Final Objection Close. First of all, listen to the client’s objections very closely right through to the end. Make sure you fully understand it and ask the client if that problem or reservation he/she has about the product outweighs all the importance of the product you are selling? If the client answers in the affirmative, kindly ask the client to go through the benefits or what you have said in order to find out why the product is not good enough.

ADVICE. • Take into account the buying signals of the client as well when selling. • They are signals that the client gives when he/she is ready to buy. • For example, they may touch the product as if it already belongs to them, say something that shows what it will be like to own the product, or repeat something you have made clear just to reassure them. • Pay attention to these signals and close the sale sooner rather than later.

THANK YOU.