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Adapting the Close: Attitude that Adds Value

Adapting the Close: Attitude that Adds Value. Use adaptive closing questions to confirm the sale and a long-term relationship Continually adding value throughout the presentation makes closing easier Closing should not be viewed as a strategy to win at the customer’s expense .

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Adapting the Close: Attitude that Adds Value

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  1. Adapting the Close: Attitude that Adds Value • Use adaptive closing questions to confirm the sale and a long-term relationship • Continually adding value throughout the presentation makes closing easier • Closing should not be viewed as a strategy to win at the customer’s expense

  2. Adapting the Close: Attitude that Adds Value • Some closing methods move customer from indecision to commitment. • Asking for the order is less difficult if the salesperson is strategically prepared for the close.

  3. Six-Step Presentation Plan 14.1 FIGURE

  4. Review the Value Proposition: Prospect’s View Reluctance can be due to: • Loss of options • Fear of making a mistake • Social or peer pressures Noted author Gene Bedell reminds us that buying often causes emotional stress.

  5. Guidelines for Closing the Sale • Focus on dominant buying motives • Longer selling cycles require incremental commitments • Negotiate tough points before close • Avoid surprises at close • Display self-confidence at close • Ask for order more than once

  6. Verbal clues Questions Recognitions Requirements Nonverbal clues Facial expression changes Prospect nods agreement Leans toward you Examines product literature intently Recognize Closing Clues

  7. The Closing Worksheet 14.3 FIGURE

  8. Trial close Direct appeal Assumptive close Summary of benefits Special concession Multiple options Balance sheet Management close Impending event close Combination Specific Closing Methods

  9. Trial Close • Made at opportune time • “Can we ship in May?” • “Would you like to start on the first of the month?” • “Will a $500 downpayment be possible?”

  10. Trial Close Opportunities 14.4 FIGURE

  11. Direct Appeal Close • Ask for the order in a straightforward manner • Should not come too early • Gain prospect’s respect first • After asking, remain quiet Sales Skills Practice: Role-play, p. 315

  12. Assumptive Close • Subtle way to ask for decision, assuming customer will buy • Comes near the end of the presentation • “Because this shipment can meet your timetable, let’s go ahead and placeyour order.”

  13. Special Concession Close • Extra incentive for acting now • Sample inducements • Sale price • Quantity discount • Liberal credit plan • Use with care

  14. Summary-of-Benefits Close • Reemphasize value-added buyer benefits • “That’s $25 for each lunch, four conference rooms, and audio/visual support, plus our special meeting package. Can I make this reservationfor you?”

  15. Multiple Options Close • Present several options to customer • Steps: • Configure more than one product solution • Stop when ample selection presented • Remove less-appealing options or products

  16. Balance Sheet Close Reasons to buy Reasons not to buy • Outlines reasons to buy and not to buy • Engage customer in this process

  17. Management Close • Involves senior executives or sales manager • Upper-level managers add value • Makes prospect feel important

  18. Impending Event Close • Also known as the positive/negative technique • Requires knowing the needs of the prospects well enough to turn their objections into your selling points

  19. Combination Closes • Salesperson combines two or more close methods for effectiveness

  20. Adapting to the Customer’s Communication Style

  21. Practice the Close • Make these closing methods work better with practice • Try sample “script” on sales manager • Use a video camera to tape yourself • Use a closing worksheet to prepare

  22. Confirming the Partnership:When the Buyer Says Yes • Reassure customer • Confirm sale and partnership • Reduce buyer’s remorse—forms of regret, fear, anxiety about sale • Compliment buyer on wise decision • Thank customer for order

  23. When the Buyer Says No • Learn to manage disappointment • When a sale is lost: • Make sure the deal is really dead • Review chain of events • Interview the client • Obtain feedback

  24. Facing Competition • Some buyers want to look at competing products/services • Do everything to helpcustomer make anintelligent comparison • Review your product’s strong points • Make it easy for person to buy your product next time

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