7: Confirming and Closing the Sale
Marc
Gedansky of OceanLake
A.
Closing and Confirming the Sale
The Close
Closing is Part of the Ongoing Selling Process
What the Close Represents
B.
Avoiding the Close
Experienced Salespeople
New Salespeople
C.
The Trial Close
There is no single, best time to attempt a close
Closing is appropriate in three situations:
1
2
3
What
is a trial close and what are some important trial close signals?
D.
Principles of Persuasion I n Closing
1. Consistency Principle
2. Commitment Principle
3. Reciprocity Principle
4. Social Validation
Principle
5. Authority Principle
6. Scarcity Principle
7. Friendship Principle
E.
Closing Techniques: The
more techniques you know, the greater the chance of closing with a range of
buyers.
1.
Clarification Closes
2.
Psychological-Oriented Closes
3.
Straightforward Closes
4.
Concession Closes
5.
Lost Sale Closes
*
*
Silence Can be Golden in Closing
G.
Closing Mistakes
1. Talking past closing
signals
2. Failing to recognize
prospect buying signals
3. Projecting a lack of
confidence
4. Reluctance to try trial
closes on early calls
5. Inflexibility in using
closing techniques
6. Giving up too soon
7. Lingering too long
after the close
8. Failure to practice
closing skills
9. Lack of alternative
closing strategies
10. Failure to understand
the need to close
H.
How Do You Handle Sales
Rejection?
Rejection should be viewed as:
Constructive ways to deal with rejection:
I.
What Not To Do When the Prospect Doesn’t Buy
J.
Immediate Post-sale Activities