Closing of Sales
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ScribdTranslationsCLOSING
OF
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SALES
12 EFFECTIVE METHODS
Saias Olaya Castillo
EXHIBITOR
Lima Peru
ysaiasol@hotmail.com
The objective of closing sales
■ The objective in all sales management is closing, therefore it is
the most important and decisive step and to achieve it requires a
lot of tact, talent and professionalism, a mistake in this step can
lead to losing a lot of money.
■ In 27 years as a salesperson and trainer I have seen as many
sales close as so many lose.
■ Masterful presentations with masterful closings
■ Terrible presentations with masterful closings.
■ Masterful presentations with terrible closings.
That is why I maintain that we must perfect ourselves in closing,
constantly training ourselves so as not to lose money.
Let's study these 12 closing methods together!
CONGRATULATIONS FOR DOING IT
Reflection
of a Sales Director
■ “The sales representative who cannot Close
is like that runner who trains with
enthusiasm all season, goes in first place in
the competition until 10 meters before the
finish line he collapses”
■ Will it be true? You. what do you
think?
Reflection
From an Inex perto Seller
■ In a sales clinic he commented "I do
everything right until I start to CLOSE it seems
like I can't continue anymore, it's like when I
play soccer I dribble at everyone but, all the
time, I'm afraid or hurt the goalkeeper
and I DON'T SCORE THE GOAL."
■ AND YOU. How do you feel in front of
your client?
But what is it ?
The closing of sales
■ It is the most important step in the sales process, since it is the
Final Objective and the remuneration you receive is so that you
can achieve it.
■ It is the moment when the client consciously or unconsciously
makes the purchase decision after having been guided by the
seller through the 4 psychological stages of selling (AIDA), which
are: first capture the customer's attention, then awaken his
interest, stimulate his desire to purchase and lead him to action.
sign the order.
■ Specifically, it is the moment when the customer signs the order.
It seems easy right?
What is needed?
To Close a Sale
■ That the customer needs your product.
■ That the client can pay.
■ May the Seller not be afraid to start writing
the order or request the customer's
signature.
■ A strategic plan
Consciously evaluate your case!
Strategic plan
For Closing
■ Product presentation and benefits.
■ Buy Signals.
■ Management of objetions.
■ Closure Attempts.
■ Final Closing.
Obviously, before this plan you already took the previous steps that
correspond to the sales phases (prospecting, initial contact and
interview).
Presentation
Of the product and benefits
■ Within the Sales process, it is one of the steps prior to closing sales.
■ When starting the Sales presentation, you must have a well-planned sequence of
statements or events that serve as a guide to achieve an effective closing.
■ You must know your product well.
■ You must make an enthusiastic presentation to the point that your prospect
becomes excited and wants to obtain your product now for the benefits it will
provide.
■ You must talk less and listen more to detect your client's needs and purchase
reasons.
■ Use terms that your client understands, avoid technicalities, adapt to your client's
level, interact with him, appeal to his 5 senses (touch, smell, sight, hearing,
taste).
Signs
Shopping
■ It is necessary to be attentive and always looking for
certain signs that cause the closure to begin.
■ The signals can be: - Determiner phrases. - Body
language.
- Questions.
■ Any of these signals indicate when customers may be
ready to buy.
Handling
Of objections
■ Objections are Sales tools, use them.
■ Objections are disguised questions that the customer asks.
■ In some cases the customer does use them to not buy.
■ Some objections:
- The price
- Consultation with third parties
- I dont need
- I have my supplier
tentative
Closing
■ When to try it? AS SOON AS POSSIBLE
■ How often? WITH AS MUCH AS POSSIBLE
■ It can also occur before the completion of the
presentation stage (another seller already
provided the necessary information but could
not close)
The
closure
Final
■ In 3 minutes, review all the positive points of
your product. (don't trust your presentation)
■ Immediately apply the When and How?
REMEMBER ? Let's see below:
To close a sale do you need
to know:
The when? get into action .
AND
The how? Act
But you need to be awake and attentive!
When ?
Take action
■ When the minds of the customer
and the seller are in perfect
synchronicity . ( When both agree that the
features, benefits, quantities, prices, payment
plans and times are mutually agreeable ).
■ In an opportune moment
Prompt
The moment
■ Before it can be very
premature, later it can be
very late, MO is when the
line of emotion reaches
the top, since then it
begins to decline and
therefore said emotion
cools down, so detect the
opportune moment. Shut MP: Very premature
MO: Right time
up and Sell. MT: Very late
Act
As ?
■ Act subtly, it is time to spin finely.
■ Asking appropriate, precise and concise questions
(leading to YES, and not asking stupid questions).
■ Manage emotions professionally.
■ Shut up and Sell.
Methods
Closing
■ Continuous ■ Special incentives
affirmation ■ Request the order
■ Construction of ■ Close based on an
barriers objection
■ The implicit closure ■ Choice alternatives
■ Close based on a ■ Based on a Narration
detail
■ The balance of
■ Narrow down Benjamin Franklin
options
■ Closure as the only
Affirmation
Keep going
■ Yes Yes YES YES YES !
■ Customers should never be asked questions
that can easily give a negative answer.
■ Each question should be asked in such a way
that you respond favorably or in an
affirmative way but without forcing it.
(
Construction
Of barriers
■ Raising barriers during the presentation is
the technique of previously asking questions
and/or giving explanations, so that the client
does not use reasons or factors to not buy.
Example:
-YOU. You need it now, right?
-If the price is within your reach, take it
today, right?
(2)
Closing
I
implicitly
■ It is the deep thought of assuming that the
customer is going to buy.
■ It is a winning attitude of the seller, a
consequence of strong autosuggestion (it is
visualizing in advance that the prospect is
buying).
(
3)
to a detail
Closure with base
■ It is easier for the client to take
a small decision, one more
important.(color, size, etc.)
■ Generally the customer decides on
many details during a purchase.
(
Reduce
The options
■ It is difficult for the customer to make a
decision when they have many products or
catalogs to choose from.
■ You can also narrow down options, using
prices or quantities.
(
Only alternative
The closure as
■ You can force the client using this technique,
“ONLY ALTERNATIVE”. (there are no more colors
etc. etc. etc.)
■ Industrial sales representatives use this technique
very honestly, (they help the customer by telling
them the truth) they refer to stock or price
increases.
(6)
Stimuli
Special
■ “ It's a special offer for today”
■ Always carry a card up your sleeve.
■ It's like putting a hook in the zipper.
■ Do not repeat the same offer often with the
same client.
(
REQUEST
The request
■ Professional buyers comment that it is
surprising how some sellers are afraid to
request the order.
■ YOU. Dare and you will eliminate the fear
■ What amount did he send you this time?
■ Will you pay me with ch/. Or with cash?
(8)
Close with base
To an objection
■ It is used when the customer makes a
significant objection and the seller knows
how to respond to it by immediately linking a
closing.
■ When the objection is the price, do not give
in immediately because the customer may
continue asking for more discounts.
(
9)
Alternative
Of choice
■ Always ask a question that asks two
choices, not just one.
■ Do you prefer the expiration dates on the
15th or 30th of each month?
■ Which one do you prefer to wear: Blue or
Black?
■ We will deliver today to your office or you
prefer delivery to your home.
(10)
In base
to a narrative
■ Tell him the story of a customer who had the
same need or problem as EL and that thanks
to him making the purchase decision, he
solved that problem and is now satisfied.
(1
1)
The balance of
Benjamin Franklin
■ Tell you that when old Ben had to make a
decision like you. Today, I took a sheet of
paper, drew Lucas Paccioli's accounting T and
did the Balance of reasons in favor vs. Reasons
against.
■ Obviously we have to write down more reasons
in favor of why the customer should buy (the
benefits that our product or service that we offer
will provide) (12)
To close more sales you
need:
■ Set quantitative and qualitative
objectives.
■ Prospect more.
■ Do more interviews.
■ Develop your AMP further.
■ Constantly train yourself.
Are you conscious of what you are
doing?
FINAL REFLECTION
■ To close a sale you need:
» A desire (serve others)
- An attitude (will to win)
- A cuality (perseverance)
, Two skills
- Skill to visualize ahead of time.
- Detect the right moments .
- Self-control in feelings and emotions.
- Develop sensitivity (which comes from
practice, experience and training).
You were born to be
great, everything
depends on you
May God illuminate your path!
THANK YOU SO MUCH
Ysaías Olaya Castillo
Lima Peru
ysaiasol@hotmail.com