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.
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
Three Killer Secrets for
Closing the Sale
Brian Tracy Used
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
The Directive Close
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...