24 closing techniques

1. 24 closing techniques

2. Some qualities for closing. • Enthusiasm. • Confidence that client will say yes. • Proper timing. • Persistence.

3. Some stages before closing • Qualify the prospect - FAB • Smoke screen objection. • Analyze 4 things. 1. Does your prospect NEED your product. 2. How your prospect will USE product. 3. Can he AFFORD your product. 4. Does he want the product.

4. Why sells fail • Buyers remorse. • Failure or Rejection fear. • Not ready to accept NO. • Cant handle closing pressure.

5. 1. Telephone closing technique. • Purpose of telephone call is to get appointment. • Grab attention and break pre-occupation. • Talk what is relevant to prospect. • Just sell 10 min not 30 min. • Coinage – You be the judge. • Coinage – If you are not looking for it, then it will cost you nothing • Do not provide any information of product. • If he meets you what will be: benefits prospect can get Help/ Advantages

6. 2. Approach close – At beginning • Make the prospect give the commitment of taking the decision at the end of the presentation rather than afterwards. • Coinage – I’m not trying to sell you anything right now. • I want to show you some reasons why over these years people have buyed this product.

7. 3. Demonstration close - beginning • Use it to qualify the prospect in opening statement. • You have to emphasize that it’s a best investment opportunity and then you have to DEMONSTRATE it.

8. 4. Hot button close • It focus around the fact that 80% buying decisions are made on 20% of products features. • KEY BENEFITS can trigger the buyer. • Push that hot button over and over again. • It increases the desire to own the product.

9. 5. TRIAL CLOSE • To check how we are doing. • Throughout the sales. • No worry even if buyer says NO.

10. 6. POWER OF SUGGESTION CLOSE • We assume that they are going to BUY and we create a picture how they will enjoy the benefits. • Instead of thinking whether to buy it, client should imagine how they will enjoy the product.

11. 7. ASCENDING CLOSE • Its also called as part-by-part close OR • YES-YES-YES close

12. 8. INVITATIONAL CLOSE • Invitational close is where you simply invite your buyer to make the buying decision • Remember you are not making any crime by asking the person to buy.

13. 9. PRICE CLOSE • Price objection: What ever you have shown me so far, I feel your product is over valued. • Emphasize on FAB and servicing which will be more than the prize the customer will have to pay. • We can also use JUST-SUPPOSE close

14. 10. SUDDEN DEATH CLOSE • Its also called as an ultimatum close • fill-up the contract fully except sign. • Remember only pressure you can use in sales is pressure of the SILENCE.

15. 11. SHARP ANGLE CLOSE • This technique is used to convert objections to closing, where client is coming up with SMOKE SCREEN OBJECTIONS. • You basically use the same reason as a reason to buy which client was using as a shield

16. 12. Instant reverse close • It requires some guts to use it, yet its very simple and effective • Coinage: It is the exact reason why you should take it. • Coinage: It is the exact reason why I want your 10 minutes.

17. 13. Change places close • Ask buyer to be in your place for a second • Many times buyer feel that they are not getting the right deal, so you have to change places with them and ask them what exactly it is that is bothering them

18. 14. Secondary close • It is also called as minor point close. • This close is very popular because it is very easy for a person to say yes or no on the minor points rather than taking a big buying decision.

19. 15. Alternative close • It says never offer prospect choice between something or nothing, always offer choice between something or something. • Its also called as preference close. • Ex: product A or product B

20. 16. Assumption close. • it is also called as talking past the sales • We assume here that the person has said yes and we are processing further and starting after sales process.

21. 17. Take-away close • Its like offering a minor free-bee on some major product. • Many time a major product is purchase for a smaller free gift.

22. 18. Puppy dog close • It ask the prospect to touch, feel, enjoy and trial use the product so that they fall in love with it.

23. 19. Ben-Franklin close • This close is used once the presentation is over. • Take a piece of paper and write down pros and cons on it.

24. 20. Summary close • You summarize all the FAB’s mentioned in the presentation. • Lets look at all the advantages this product has.

25. 21. Order sheet close • Its also called as ownership close. • we start filling the order sheet right at the beginning of the presentation

26. 22. Relevant story close • It can be used at the start/middle/end of the presentation. • You have to use any relevant story showing the benefits of your product. • COINAGE: let me tell you something very interesting

27. 23. Door Knob Close • Try to understand the exact reason of resistance.

28. 24. Referral close • there is a basic rule that never leave a prospect without 2 referrals

29. 25. Rebate close • Some people are very clear about what they want in life. • If client ask for rebate he is not satisfied with presentation. • Emphasize on what add-ons he will get if he buys from you.