redo chapter 11-13
viena1992
chapter_13_closing.ppt13-*
Closing Begins the Relationship
Chapter
13
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Reading Buying Signals
- A buying signal is anything that a prospect says or does to indicate that he is ready to buy
- Asking questions
- Asking another person’s opinion
- Relaxing and becoming friendly
- Pulling out a purchase order form
- Carefully examining merchandise
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Closing Under Fire
- The first “no” from the prospect isn’t necessarily an absolute refusal to buy
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Exhibit 13.7: Techniques for Closing the Sale: Which Close Should be Used?
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Closing Begins the Relationship
- When you make a sale for the first time, you change the person or organization from a prospect to a customer.
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The Last Key to Successful Closing is to “Leave the Door Open. Act as a Professional.” How Can That Be Done?
- Always place the customer’s needs first
- Be a person of character, integrity, and trustworthiness
- If your product will help the person, then you will be back another day
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If You Close and Receive an Objection, What Should You Do?
- Find out what the objection is
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After You Find Out What the Objection Is and Answer It, What Should You Do Next?
- Ask a trial close to determine if you have overcome the objection
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- Know that you cannot always sell everyone
- Don’t take buyer’s denial personally
- Be courteous and cheerful
- Leave the door open
When You Do Not Make the Sale
