how to close a sale
DESCRIPTION
TRANSCRIPT
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INTRODUCTION TO BUSINESS MARKETING
How to Close a Sale
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Overall Objective
In a role-play situation, the student will close a sale with at least 70% accuracy, according to the rating sheet developed by the instructor.
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Enabling Objectives
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Identify your Customer
There are four types of buyers
Understand each type of buyer
Each buyer can be grouped into a category
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Timing the Close
Buying Signals Things customers do or
say to indicate a readiness to buy
These signals include: facial expressions, body language, and comments
Trial Close Tests the readiness of
the buyer Initial effort to close
the sale
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When to Close
You begin closing once you meet your customer
All actions are directed towards closing
Remember: ABC’s
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Closing the Sale
Recognize Closing Opportunities
Help Customers Make a Decision
Use words like “you and your” to create ownership
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What Defines a Great Close
Enthusiasm
Emotionally packed
Fantastic Presentation
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Various Techniques for Closing a Sale
Trial Close Series of trial close
questions Trial close questions
give you an indication of interest
Which Close Encourages buyer to
make a decision between two items
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Various Techniques for Closing a Sale
Standing-room-only close Used when product is
in short supply and the price will soon rise
Direct Close You ask for the sale When buying signal is
strongService Close
Explain services to overcome buyer objections
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Be Prepared for Objections
Prepare for potential objections
Formulate responses for potential objections
Be able to think on your feet
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The Close Question
Establish a close question
Memorize your close question
Practice your close
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Eight Yes’s
Strive for yes
Green light means go
More yes’s = greater chance of completing the sale
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Handling Indecision
Fill out closing documents
Get buyer to an emotional high, then close
Give the buyer one more reason to buy
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Quick Summary
Customer buying signals help a salesperson determine a customer's readiness to buy, which is important in trial closes. The signals include facial expressions, body language, and comments.
General rules for closing a sale are the following: recognize closing opportunities, help customers make a decision, create an ownership mentality, do not talk too much, and do not rush.
The three specialized methods for closing a sale are the which close, the standing-room-only close, and the service close.
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Review Quiz
1. What is closing the sale?
a. Obtaining an agreement to buy from the customer
b. Obtaining a few buying signals from the customer
c. A trial close technique
d. A way to get feedback from the customer
2. What is a which close?
a. A selling method used when a product is in short supply
b. A method where you ask for the sale directly
c. A way to encourage a customer between two items
d. None of the above
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Review Quiz
3. If the customer is giving you strong buying signals, which close would you use?
a. The which close
b. The standing-room-only close
c. The direct close
d. The service close
4. What is suggestion selling?
a. An after-sales activity
b. A service close
c. Selling additional goods or services besides the main purchase
d. Suggesting which product to choose when the customer is hesitating
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Review Quiz
5. CRM is
a. Maintaining relationships with customers
b. Offering related merchandise
c. Giving customers reviews of the product
d. Demonstrating the product
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Homework
Due Next Class:Case StudyDECA Prep
Sales-Role Play:Begin preparing for your role-play. I will give
you practice time in class, and then we will act out the role-play!