Marketing Innovation:

Sales Success

Closing the Sale

Making Your Customers Happy to Buy from You

 

Vadim Kotelnikov personal logo Vadim Kotelnikov

Founder, Ten3 Business e-Coach – Inspiration and Innovation Unlimited!

 

"People can have it in any color – so long as it's black." ~ Henry Ford

 

Your Five Core Selling Skills1

  1. Sell benefits, not features.

  2. Ask your customer questions that will uncover their need for your products.

  3. Present solutions based on your products that satisfy the customers needs.

  4. Overcome objections they raise.

  5. Close sales.

► Influencing People: Yin-Yang Strategies

► Negotiation DOs and DON'Ts

 

 

 

14 Closing Techniques3

  • Solve the problem, don't create a second problem. When you don't close the sale after demonstrating the need, you actually create another problem. Suggest the prospect to spend a few minutes together to see if you can solve that problem... More

Selling with NLP: 8 Steps of Active Listening

Endgame to Selling

Different Sales Closing Techniques

You must master different closing techniques to be flexible and be able to deal with different people. If a closing technique doesn't work during a particular sales presentation, try another one.

► Selling Is Problem Solving

► Synergistic Selling: 3 Components

Let the Prospect Feel Like the Owner

If you sell cars, put the prospect behind the wheel. If you sell jewelry, slip a diamond ring on a woman’s finger and observe her reaction. Let her feel as though the ring actually belongs to her. Once a person feels ownership, closing the sale becomes merely a formality.

Don’t wait for the customer to say, “I like the stuff and I want to buy it.” Instead assume the customer is going to buy when he remains silent and allows you to tailor the product to his or her requirements. Bring the prospect into the act through his or her imagination. Paint the right mental picture and your prospects will actively participate.

► Wise Agreement

Three Killer Secrets for Closing the Sale

By Brian Tracy Used by permission.

1. The Preference Close

The first technique is the Alternative Close – also called the Preference Close. It is based on the fact that people like to have choices. They don't like to be given what may sound like an ultimatum to either buy it or not buy it.

To apply this technique, you simply structure your close by saying, "Which of these would you prefer, A or B?"

With the alternative close, whichever one the customer selects, you would have made a sale either way. You should always try to give the customer two choices. Even if you are selling a single product, you can give him two choices with regard to payment, or delivery. For example, "Would you like this delivered to your office or to your home address?" "Will that be MasterCard or Visa?" "Would you like the ATM 26 or the ATM 30?" And so on... More

The Directive Close

A popular method of closing is the Directive Close. This is sometimes called the Assumption Close, or the Post-Closing Technique. It is one of the most powerful closing techniques used by top sales professionals in every industry. It is used to change the focus of the customer's thinking away from the decision, "yes or no", to the ownership and enjoyment of the product... More

 

 

References:

  1. "Practical Selling – Sales Foundations Course", Stewart Hutton

  2. "Agenda," Michael Hammer

  3. "How To Close Every Sale," Joe Girard

  4. "Winning Customers," Vadim Kotelnikov

  5. "Selling With NLP", Kerry L. Johnson

  6. "Quick Guide to the Four Temperaments and Sales," Brad Cooper

  7. Power of Personal Charisma