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Effective Sales Closing Techniques

The document outlines techniques for closing sales, including recognizing closing signals and various closing techniques such as the assumptive close, physical action technique, and emotional closing technique. It also discusses post-sale activities for both successful and unsuccessful closes, emphasizing the importance of customer satisfaction and maintaining goodwill. Salespeople are encouraged to review their presentations and learn from unsuccessful attempts while keeping in touch with prospects.

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borakewhitefeet
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134 views6 pages

Effective Sales Closing Techniques

The document outlines techniques for closing sales, including recognizing closing signals and various closing techniques such as the assumptive close, physical action technique, and emotional closing technique. It also discusses post-sale activities for both successful and unsuccessful closes, emphasizing the importance of customer satisfaction and maintaining goodwill. Salespeople are encouraged to review their presentations and learn from unsuccessful attempts while keeping in touch with prospects.

Uploaded by

borakewhitefeet
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd

CLOSING THE SALES

MODULE 12
1. THE RIGHT TIME FOR THE
CLOSE
1.1 Closing signals
Facial expressions-non verbal language has a bigger impact that what
someone is saying. Experienced salespeople know what to look for in
a person’s facial expressions
Physical signs- refers to actions and movements
Verbal signs
2. SALES CLOSING TECHNIQUES
2.1 The assumptive close- the salesperson intentionally acts as if the prospect agree to buying
the product (assume).
examples of this technique:
Will there be enough?
Will you be paying cash or by credit card?
We’ll deliver on Tuesday
2.2 The physical action technique- the saying “actions speak louder than words”. The
salesperson does something physical in bringing the sales to a close.
Examples of this technique
 The salesperson places the order form/contract in front of the potential buyer.
 The salesperson hands a pen to the prospect to sign the contract
 A salesperson selling cars can say, take it for a test drive.
CONTINUE..
2.3 The minor question technique-instead of asking directly for the sale, the
salesperson asks a question about a minor point such as model type, size or
delivery which the prospect has to decide on if he was buying the product
2.4 The direct approach technique-many salespeople are too afraid to directly ask
for an order because of a fear of rejection.
2.5 The inducement technique- the prospect might feel that if he does not buy
now, he will lose out on something.
2.6 The emotional closing technique- this technique works well because all
decisions are based on feelings.
2.7 Weighing advantages against disadvantages- the salesperson must compare the
pros and cons and try eliminating as many disadvantages as possible in order to
close the sale.
3. ACTIVITIES AFTER A
SUCCESSFUL CLOSE
After the salesperson has successfully concluded the sales presentation,
completed all administrative tasks, thanked the customer for his
purchase and assured him he has made the right decision, he must not
take up any more of the customer’s time. Briefly explain the delivery
and installation procedures, and arrange a follow up visit/call after
delivery to make sure the customer is satisfied with the product.
4. ACTIVITIES AFTER AN
UNSUCCESSFUL CLOSE
The following steps are recommended for the salesperson after an
unsuccessful close:
Create goodwill
Review the sales presentation
Record everything that happened
Ask the prospect why he declined your proposition and listen carefully
List all mistakes made
Maintain contact with the prospect
Do not give up

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