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VadiK teachings Vadim Kotelnikov

Closing Sales

The Best Strategy + 4 next-to-best techniques

Vadim Kotelnikov, founder of 1000ventures - personal logo VadiK

Inventor

Author

Founder

 

   

The Best Sales Closing Strategy

 

 

 

 

Be a Passionate Helper

People love to by but they don't like to be sold. Don't be a seller, be a passionate helper.

Adopt the win-win mindset and fall in love with your prospects. Love breeds – love your prospects, and they will love you back.

  Sales Closing: Love your prospects and they will love you back

 

 

White Selling

"Don’t sell customers goods that they are attracted to; sell them goods that will benefit them," advised Konosuke Matsushita. Be prospect-centric, not product-centric. "Sell dreams and emotional benefits" – this approach helped Steve Jobs create millions of customers for Apple's products.

  How To Close Sales faster and better: White Selling

 

Slides

 

Sales Master

 

Notes

 

 

   

Sales Closing Techniques

The best technique depends on the specific sales scenario and the customer's needs and preferences.

 

 

 

Sale Closing Techniques  

Common sales closing techniques include assumptive closes, scarcity closes, and summary closes. Other techniques involve offering alternatives, asking sharp questions, or creating a sense of urgency. Understanding various approaches allows salespeople to adapt their strategy for a more effective closing process.

 

 

 

Directive Closing

A popular and powerful method of closing is the Directive Close. This closing techniques 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

 

Sales Success

Sell Dreams and Emotional Benefits

Selling by Coaching

Persuading

 

 

Slides

 

Sales Master

 

Notes

 

 

 

 

 

 

 

 

 

By: Brian Tracy. Used by permission.

Selling Is Problem Solving

Synergistic Selling: 3 Components

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?"

Negotiation DOs and DON'Ts

2. The Secondary Close

The second closing technique is the Secondary Close. This is extremely popular. It is a way of helping a customer make a big decision by having him make a small decision that infers the big decision. Instead of asking the customer to go ahead with the product or service, you ask a question about a peripheral detail, the acceptance of which means that he has decided to buy the larger product.

For example, you could ask, "Would you want this shipped in a wooden crate, or would cardboard be all right?" "Would you like us to include the drapes and rods in the offer?" "Did you want the standard rims or would you like the customized racing rims on your car?"

In each case, if the customer agrees to or chooses the smaller item, he has indirectly said, "yes" to the entire offering. People often find it easier to agree to small details than they do to making a larger commitment. That's why this is sometimes called the Incremental Close, where you get commitment bit by bit to the entire offer.

Influencing People: Yin-Yang Strategies

3. The Authorization Close

The third closing technique is the Authorization Close, which is often used to conclude multimillion-dollar transactions. At the end of the sales conversation, the salesperson simply asks if the prospect has any questions or concerns that haven't been covered. If the prospect has no further questions or concerns, the salesperson takes out the contract, opens it up to the signature page, places a check mark where the customer has to sign, and pushes it over to him saying, "Well then, if you will just authorize this, we'll get started on it right away." The word "authorize" is better than the word "sign." A check mark is better than an X. Offering to "get started right away" is better than sitting there hoping for the best.

Wise Agreement

However you do it, be prepared to ask for the order in whichever ways seem appropriate at the moment. 

 

Sales Success

Selling Is Problem Solving

Power of Personal Charisma

8 Steps of Active Listening

Closing the Sale

Endgame to Selling

14 Closing Techniques

The Directive Close