Tips and Techniques for Closing the Sales
- 1. TIPS AND TECHNIQUES FOR CLOSING THE SALES By Robin Singh Gill & Karamvir Singh
- 2. WHAT IS CLOSING THE SALES ? Closing the sale is a term where buyer agrees or committed for the deal that the deal is done between both seller and buyer. It is the also one of the most important part of the selling because every approach does not necessarily means that buyer is going to buy the product or going to agree for closing the sale.
- 3. TIPS AND TECHNIQUES FOR CLOSING THE SALE • Tune in to buying signals or clues • Perfect the art of silence • Help your customer to make up their mind • Cultivating the right closing vocabulary • Ensure the sales properly closed
- 4. Tune in to buying signals A buying signal is anything a customer says or does which suggest they have an interest in going ahead with the purchase. Some of the buying signals are: • Exclaims ‘It looks perfect!’ • Asks ‘So how much is it?’ • Offers you an additional argument to support your case • Picks up the agreement form to read some of its fine print • Makes a thoughtful sounding ‘Hmm…’ in response
- 5. Trial close after a weak buying signal A weak buying signal is anything a customer says or does which suggests provisional interest in making the purchase. Some of the weak buying signals are : • It includes conditional closing question such as an ‘If…then…’ or ‘Let’s just suppose..’ type question. • It could comes in the form of a thoughtful sounding ‘hmm…..’
- 6. Full close after a strong buying signal A full-closing question is when you ask for the sale outright and when customer shows clear interest making a purchase. • The Direct Close is when you simply go right ahead and ask the customer if he or she would like to buy. “Great! Can I write up your order?” (Direct close) • The Alternative-Choice Close is when customer have already made up their mind to buy. So, directly ask them about the preference of purchase i.e. method of payment, preferred date of delivery. “Would you prefer the glossy or matte finish” (Alternative close)
- 7. Perfect the art of silence Once you have asked a full closing question, keep quiet and make sure it is the customer who speaks next. • Know when to break the silence • Silence is not equal to consent • Be patient and composed • Use appropriate gesture to light tension
- 8. WHAT NOT TO DO ON SALES CALL
- 9. Cultivate the right closing vocabulary when you are about to gain a customer’s agreement, every word you say counts Following are words can be used in preference to others: • Use ‘agreement form’ , or ‘paperwork’ instead of ‘contract’ • Don’t use ‘sign’ , use ‘authorize’ or ‘autograph’ • Avoid ‘pay’ , use ‘invest’ • Don’t say ‘price’ , say ‘total investment’ or ‘dollar value’ • Replace ‘buy’ , with ‘own’
- 10. Ensure the sale is properly CLOSED A well-closed sale is one that leaves your customer feeling great about having chosen to do business with you • C = Congratulate your customer • L = Legitimize their decision • O = Offer a congratulatory handshake • S = Say thank you • E = Explain what happens next • D = Deal with the payment
- 11. CLASS QUESTION ? How can we make it easy for the prospect to buy ? • Become their friend first ;then sell • Provide immense value • Delight your customers every single time • Tap into people’s emotions and motivate them • Be genuine; stop relying solely on tactics • Let other do the selling for you
- 12. Sales training – Closing the sale
- 13. Some of the generic ways to close a sale • Remain seated • Communicate clearly • Make eye contact • Use humour • Offer a bonus or incentive • Remove the purchase risk • Be positive • Stay with the buyer
- 14. CLASS QUESTION ? What mistakes a salesperson could not afford to do while closing a sale? • Don’t rush to close the sale • Don’t ask over and over again • Not eliminating all the sales obstacles • Don’t freeze when a prospect snubs you
- 15. REFERENCES • Rix, P., Buss, J, H., & Herford, G. (2006). Selling: Managing Customer Relationships (3rd ed.)., North Ryde, Australia: McGraw-Hill • Seigerman, B. (2016). The Art of Closing. Property & Causality 360, 120(3), 10. • Kahle, D. (2012). Closing the Sale – A Realistic Perspective. American salesman, 57(10), 7. • Cardone, G. (2011). The Closer's Survival Guide.12 Commandments for Closing the sale. Retrieved from https://www.entrepreneur.com/article/222558 • Brooksbank,R. (2007). How to close more sales : 52essential face-to-face selling skills and how to acquire them (1st ed.)., Wellington, New Zealand : Dunmore
- 16. THANKS