What Makes a Good Closer?• Ask for the order and be quiet

• Get the order—then politely leave!

The Close

How Many Times Should You Close?

• Must be able to use multiple closes

• Three closes is a minimum– With practice you will learn to close multiple

times without appearing pushy

Closing Under Fire

• The first “no” from the prospect isn’t necessarily an absolute refusal to buy

Difficulties With Closing

• Closing can be the easiest part of the presentation

• Salespeople may fail to close because– They are not confident in their ability to close

– They determine that the prospect does not need the quantity or type of merchandise, or that the prospect should not buy

– They may not have worked hard enough in developing a customer profile and customer benefit plan

Twelve Keys to a Successful Closing

Techniques for Closing the Sale: Which Close Should be Used?

Example: The Alternative-Choice Close is an Old Favorite

“Would you prefer the Xerox 6200 or 6400 copier?”

• Study this question. It assumes…– The customer has a desire to buy one of the copiers– The customer will buy– And allows the customer a preference– It provides a choice between products, not between a product

and nothing– By presenting a choice, you receive a “yes” decision or

uncover objections

“Would you prefer the Xerox 6200 or 6400 copier?”

• “I’m not sure.”, says the customer

• Continue with your FABs

• If you see customer likes both 6200 and 6400 and appears indecisive, you can ask:– “Is there something you are unsure of?”

• This question probes to find out why your prospect is not ready to choose

“Would you prefer the Xerox 6200 or 6400 copier?”

Prepare a Multiple-Close Sequence

• Different closing techniques work best for certain situations

• Multiple closes incorporate techniques for overcoming objections

Prepare a Multiple-Close Sequence

• By keeping several different closes ready in any situation, you are in a better position to close more sales

• Multiple closes incorporate techniques for overcoming objections

Multiple Closes Incorporating Techniques for Overcoming Objections

Multiple Closes Incorporating Techniques for Overcoming Objections

Examples of Closing Techniques Based on Situations

When You Do Not Make the Sale

• Know that you cannot always sell everyone

• Don’t take buyer’s denial personally

• Be courteous and cheerful

• Leave the door open

Let’s Review: The Parallel Dimensions of Selling

Selling Process Buyer’s Mental StepsProspecting

Interest

Explain Business Prop.List Price, Shipping Cost,Discounts, Financing,ROI, Value Analysis

Suggest PurchaseProduct, Quantity,Features, Delivery,Installation, Price

MoneyAuthorityDesire

Present Marketing PlanAvailability, Delivery,Guarantee, Installation,Maintenance, Promotion,Training, Warranty

PresentationDiscuss ProductPresent Marketing PlanExplain Business Prop.Suggest Purchase

Discuss ProductShow FeatureExplain AdvantageLead Into BenefitLet Customer Talk

Desire

Conviction

Preapproach

Follow-up & Service

AttentionApproach

Presentation

Trial Close

Determine Objections

Meet Objections

Trial Close

Close Purchase