Closing sales

The objective in all sales management is the closing, therefore it is the most important and decisive step and to achieve it requires a lot of tact, talent and professionalism, for an error in this step you can lose a lot of money. In 27 years as a salesperson and trainer I have seen as many sales close as many lose.

Masterful presentations with masterful closings Terrible presentations with masterful closings Masterful presentations with terrible closings.

the-closing-of-sales-1

For this reason, I maintain that we must perfect ourselves in closing, permanently training ourselves not to lose money.

Let's study these 12 closing methods together!

CONGRATULATIONS ON DOING IT

Reflection of a Sales Director

- "The sales representative who cannot Close, is like that runner who trains with enthusiasm all season, is in first place in the competition until 10 meters before the goal collapses"

- Is it true? You. what do you think?

Reflection From An Inexperienced Vendor

In a sales clinic, he commented "I do everything right until I start CLOSING, it seems that I can no longer continue, it's like when I play soccer, I dribble everyone, but when I get to the goal, I am afraid or hurt the goalkeeper and I DO NOT DO THE GOAL. YOU. How do you feel about your client?

But what is it ? Closing sales

- It is the most important step in the sale process, since it is the Final Objective and the remuneration you receive is for you to achieve it.

- It is the moment when the customer consciously or unconsciously makes the purchase decision after having been guided by the seller through the 4 psychological stages of the sale (AIDA) which are: first capture the customer's attention then awaken the interest, stimulate the desire to buy and lead you to the action of signing the order.

- Specifically, it is the moment when the client signs the order.

It seems easy right?

What is needed? To Close a Sale

- That the client needs your product.

- That the client can pay.

- That the Seller has no fear to start writing the order or request the client's signature.

- A strategic plan

Consciously evaluate your case!

Strategic plan

For closure

- Presentation of the product and benefits.

- Purchase signals.

- Management of objetions.

- Closing attempts.

- Final closing.

Obviously, before this plan you already gave the previous steps that correspond to the phases of the sale (prospecting, initial contact and interview).

Presentation

Product and benefits

- Within the Sales process, it is one of the steps prior to closing sales.

- When starting the Sales presentation, you must have a well-planned sequence of statements or events to guide you to achieve an effective closing.

- You must know your product well.

- You must make an enthusiastic presentation to the extent that your prospect is excited and wants to get your product now for the benefits it will provide.

- You should speak less and listen more to detect the need and reasons for your client's purchase.

- Use terms that your client understands, avoid technicalities adapted to your client's level, interact with him, appeal to his 5 senses (touch, smell, sight, hearing, taste).

Signals

Shopping

- It is necessary to be vigilant and always looking for certain signs that cause the beginning of the closure.

- The signs can be: - Determining phrases.

- Body language. - Questions.

Any of these signs indicate when customers can be ready to buy.

Handling

Of objections

- Objections are Sales tools use them.

- Objections are disguised questions that the client asks.

- In some cases the client does use them to avoid buying.

- Some objections: - The price

- Consultation with third parties

- I dont need

- I have my provider

Closing attempts

- When to try? As soon as possible

- How often? With as much as possible

- It can also occur before the end of the presentation stage (another seller has already given the necessary information but could not close)

The Final Closure

- In 3 minutes make a review of all the positive points of your product. (Do not trust your presentation)

- Immediately apply the When and How? REMEMBER? Let's see below:

To close a sale you need to know:

The when? take action.

And how? Act

But you need to be awake and alert!

When ?

Take action

- When the minds of the customer and the seller are in perfect sync. (When both agree on, that the characteristics, benefits, quantities, prices, payment plans and times agree mutually).

- In an opportune moment

The right time

- Before it can be very premature, later it can be very late, MO is when the line of emotion reaches the top, since then it begins to decline and therefore to cool down that emotion so detect the right moment Shut up and Sell.

MP: Very premature

MO: Timely moment

MT: very late

As ?

Act

- Act subtly, it is time to spin finite.

- Asking the appropriate, precise and concise questions (conductive to the SI, and not asking silly questions).

- Manage emotions professionally.

- Shut up and Sell.

Closing Methods

- Continuous affirmation

- Construction of barriers

- The implicit closure

- Close based on a detail

- Reduce options

- Closing as the only alternative

- Special stimuli

- Request the order

- Close based on an objection

- Choice alternatives

- Based on a

Narration

- Benjamin Franklin's balance

Continuous Affirmation

- YES YES YES YES YES !

- Customers should never be asked questions that can easily give a negative answer.

- Each question should be asked in such a way that it responds favorably or affirmatively but without forcing it.

Barrier Construction

Raising barriers during the presentation is the technique of previously asking questions and / or giving explanations, so that the client does not use reasons or factors such as not to buy.

Example:

-YOU. You need it now, right?

-If the price is within your reach, take it today, right?

(2) Implicit Closure

- It is the deep thought to suppose, that the client if going to buy.

- It is a winning attitude of the seller, consequence of a strong autosuggestion (it is to visualize in advance that the prospect is buying).

(3) Closing based on a detail

- For the client, it is easier to make a small decision than a more important one (color, size, etc.)

- Generally the customer decides on many details during a purchase.

(4) Reduce Options

- It is difficult for the customer to make a decision when they have many products or catalogs to choose from.

- You can also reduce options, using prices or quantities.

(5) The closure as the only alternative

- You can force the client using this technique, "UNIQUE ALTERNATIVE". (There are no more colors etc. etc. etc.)

- Industrial sales representatives use this technique very honestly, (they help the customer by telling them the truth) they refer to the stock or to the rise in prices.

(6) Special Stimuli

- "It is a special offer for today"

- Always wear a letter under your sleeve.

- It's like putting a hook on the clasp.

- Do not repeat the same offer often with the same customer.

(7) REQUEST The order

- Professional buyers comment that it is surprising, as some sellers fear requesting the order. ◼UD. Dare and eliminate fear ◼ How much did he send you this time?

- Will you pay me with ch /. Or with cash?

(8) Close based on an objection

- It is used when the client makes a significant objection and the seller knows how to respond by immediately linking a closing.

- When the objection is the price, do not give in immediately because the client can continue asking for more.

(9) Alternative of choice

- Always ask a question that raises two choices, not just one.

- The maturities, do you prefer them on the 15th or 30th of each month?

- Which one prefers to wear the color Blue or Black.

- We will deliver today to your office or you prefer delivery to your home.

(10) Based on a narration

Tell him the story of a customer who had the same need or problem as HIM and who, thanks to his decision to purchase, solved the problem and is now satisfied.

(11) The balance of Benjamin Franklin

- Tell him that when old Ben had to make a decision like you. Today, I took a sheet of paper, drew the accounting T of Lucas Paccioli and made the Balance of reasons in favor vs. Reasons against.

- Obviously we have to write down more reasons in favor of why the client should buy (the benefits that our product or service that we offer will provide)

(12) To close more sales You need:

- Draw you quantitative and qualitative objectives.

- Prospect more.

- Do more interviews.

- Further develop your AMP.

- Train yourself constantly.

Are you consciously doing it?

FINAL REFLECTION

To close a sale you require:

- A wish (serve others)

- An attitude (will to win)

- A quality (perseverance)