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Closing

ABC
Always Be Closing

Types of Close

REBOUND - This is answering a question with a question and occurs in response to a buying signal from the client. i.e. “If I can do that can we go ahead with the order.”

ALTERNATIVE - Give the client two options, both of which are desirable to yourself. i.e. “Would you prefer a XX or YY”?

TRIAL - This is a conditional close. Ask the client for commitment based upon a set of conditions. i.e. “If I can guarantee XXX, would you book with me today?”

ASSUMPTIVE - Assume the sales has already been made. i.e. “Would you prefer a XXX?”

INDIRECT - This is a minor point close. Get the client to agree on one or a series of peripheral issues

DIRECT - Ask the client for the business. i.e. “Shall we go ahead and book that?”

GOLDEN RULES FOR CLOSING THE SALE

Be confident – Asking for business in a confident and forthright manner signals to the client that you have complete faith in your product or service
Keep closing - On average, you will have to ask seven times before the client will say yes.
Vary the types of close - use the appropriate close at the appropriate time.
Try to close after each agreement.
Listen aggressively for buying signals.
Once you have closed, shut up until the client responds.

WHEN TO CLOSE

At the end of the call
After each proof point, once the client has given their agreement.
After successfully handling an objection
In response to a buying signal.
After identifying the client's ideal situation (Trial Close)
If the client keeps straying from the point, use a close to bring them back.
Whenever the opportunity arises.

Commitment

Remember, getting the client to agree to buy is only half the job. You must then ensure the place the order. You must get it confirmed in writing or via e-mail ASAP. It is esy for someone to change there mind once you have left them alone. Confirmation should be obtainined immediatelly following agreement to buy.

If you make it this far without any objections from the customer I would worry, they are a natural part of the sale. The final part of the course is Objection Handling

Areas within the skills section;