sales closing(training) presen_fin
DESCRIPTION
Presentation material for my presentation class in MBA-Cebu. Given theme is "Closing strategies for sales person".TRANSCRIPT
Closing strategies for selling your services
Mar. 14 2014Tomonori Yako
Today’s Agenda
Background settings
1. Why closing is so important?2. 3 Steps in closing3. You should and shouldn’t
Background settings (1)
• Your Business :
I am a trainer for selling this business
You are representatives
Potential customers(who wants to learn English)
English School (ex. MBA)
Background settings (2)
sign
thenlet customers sign
deliveryclosingproposeapproachtargeting
• Sales status: already proposed, just closing
Satisfy
giving satisfactionby reaching expectation
• Your missions:
Why is closing so important for us?
• Even if you have 100 targets, you can close only customers.
deliveryclosing
approach
targeting50%
drop off
60%drop off
10%drop off
60
15 13
15
Proposing and closing are very important for our business
propose
30 50%drop off
It’s like “love”.Verifying the mutual trust of
each other in closing is required.
3 Steps in “closing”
• Confirming first, then clarify and assure.Confirm proposal
assuringclarifyingproposalConfirmproposal
Ask questions
• Conditions• Price• How it works
ConfirmRecap Proposal
Last proposal I already sent…
3 Steps in “closing”
• Clarify if customer is alright or not.
assuringclarifyingConfirmproposalConfirmproposal
• Is everything alrightwith you?
Noconcern
• Let’s take a look at to your concerns.
Concernabout…
clarifying
3 Steps in “closing”
• Finally, make customer sign, and say appreciation.
assuringclarifyingConfirmproposalConfirmproposal
Confirm final agreements
Promisingwhat we can do
Signing, appreciation
Don’tforget
assuring
Relaxed teaching
You should
• Talking about our superiorityRecent awards
No.1 customer satisfaction score
Teachers workas one team
Business persononly
Customize anythingfor you
Why choose us
You should not doEscaping from customersGetting angry to customers
if you fall in love with customer…Focusing only for price
Conclusion
• You should talk about “superiority of us”
• You should not- get angry, - escape from customers,
also- love before closing
• 3 steps in “Closing”• Confirm proposal• Clarify concerns • Assure final agreement
• Closing is important because It’s like “love” Verifying the mutual trust
• Thank you
Question?