Sales Closing Technique #3 of 8
#3. Minor Point Close Use where you don’t have an alternate choice to offer or when you don’t want to offer a choice. Useful with: Amiable and Expressive Personality Buyer Types Example • Which credit...
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4. Right Angle Close You’re at the end of the sale and the prospect asks a question, the answer to which is positive. Instead of answering the question, you go right off at a right angle by saying:...
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#5. Wrap-it-up Close Start doing something—anything—that the prospect will have to stop you from doing or she has given permission for the close. Useful with: All buyer styles Example • Start...
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# 6. Recommendation Close Sometimes prospects are unsure of themselves. They know what they want but are not sure how to do it. Some people simply find it hard to make a decision. The Recommendation...
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#7. Contract Close Start filling out your order form or contract. The prospect will stop you if she’s decided not to go ahead. Phrases such as shown in the following examples are simple ways of...
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#8. Concession Close Use the Concession Close if you’re prepared to offer a price reduction. Before offering a price concession, ask the prospect, “If I can get this price for you, will you go ahead?”...
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Conquering the Fear of Closing
Do you know the major reason why prospects don’t buy? They were never asked! That’s right, no one asked them for the business. Strange as it seems, salespeople use all their superior selling skills to...
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Preparing for the Close
Find What Works Here’s a way one successful sales rep we know prepared themselves and conquered their fear of closing. First, they chose a couple of closing techniques that they felt comfortable with....
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The Secret to Handling Sales Objections
Are you challenged dealing with objections and thus miss closing deals? In my early years of selling, whenever I got an objection, my heart would sink, my stomach would go into turmoil, and my mind...
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Dealing with the Invisible Decision Maker
This is about the Decision Maker or Buyer who is invisible to us, or out of reach, the one you can’t contact directly because he or she is too distant. Now, sometimes this distance is due to geography...
View ArticleRemove the Doubt and Make the Sale
Here’s the scene. You want to buy a service from someone but you’re not quite sure if he or she is going to do the job to your satisfaction. What do you do? This isn’t an unusual situation. You’re...
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