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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.
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Selling Is Problem Solving
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Synergistic Selling: 3 Components
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Keep the
initiative. Its major virtue is that it allows you to keep the
initiative, to maintain control of the selling process and to wrap
it up at your own pace and speed. It is also very simple.
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Negotiation DOs and DON'Ts
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Ask for Lingering Objectives.
At the end of the sales conversation, you ask a trial closing question like,
"How does this sound to you so far?" If the prospect agrees that it sounds
pretty good, you say, "Well then, Mr. Prospect, the next step is..."
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Describe the Plan of Action.
You then go on to describe the plan of action, or what happens from this
point forward. You get out your sales contract or order form and begin filling
it in. You say something like, "The next step is that I get your authorization
and a check and get it back to my company. We will be out in three days to begin
the initial planning and we should have the entire process installed and working
by the third week of next month."
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Keep on Going.
In this close, the customer can either say, "yes" and help you conclude the
sale or he can ask any questions that he might still have. If for any reason the
customer still objects, you answer the objection completely and then ask for the
order again.
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Influencing People: Yin-Yang
Strategies
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The Customer is Ready.
A customer at the end of the sales process is very much like a pot of water
boiling on the stove. It is as hot as it is going to get. If you take it off the
stove, it will begin to cool. If you leave it off the stove for a few days, it
will be stone cold, as though it were never heated up at all. If you do not ask
for the order at the end of the sales process, whether it is one call or several
calls, you run the risk of the customer cooling down, changing his mind and even
forgetting why it was that he was so eager to make the purchase in the first
place.
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Wise Agreement
Action
Exercises
Here is something you can do immediately to
put this close into action.
Plan your words carefully in advance so you
can ask for the order smoothly and without hesitation. Practice in front
of a mirror if you want to. Be the best!
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