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Opinions Count
Adding the phrase in your opinion ... to a
question softens the reply if the customer
has an objection. In your opinion, will this
solve your problem? If the customer says
no, it's an opinion, not a fact, and you can
address his concern. This is a great trial
close to use as the sales cycle progresses so
that you don't encounter any surprises when
it's time to wrap up the deal.
Assumptive Close
If you have an established relationship with the customer and he respects
your judgment, jot down the items he is considering on an order form as
you are discussing his needs. When the timing is right, put an X on the
signature line, hand it to the customer and say, Here. Then be quiet.
22-Mar-16 9:24 PM
Top 10 Sales Closing Techniques: Learn How to Seal the Deal | Chron.com
http://smallbusiness.chron.com/top-10-sales-closing-techniques-learn-sea...
Ben Franklin
Ben Franklin is said to have made decisions by creating a list with two
columns the pros and the cons and basing his choice on the longer
column. This approach works well with analytical personalities. If you use
it as a closing technique, just be sure you have a lot of benefits in the
customer's "pro" column.
The Porcupine
You must be careful stroking a porcupine and you must also be careful
answering customer questions. When your prospect asks a question like
Does it come in red? answer by tossing back the question: Would you
like it in red? Her answer will give you a measure of the depth of her
interest and help you adjust your presentation appropriately.
Impending Event
If you truly have a deadline or reason for the customer to make a quick
decision, the impending event closing works well. I have an installation
crew in town next week. Can we schedule a day with you? If the deadline
is in your interest and not the customer's, it will be seen as self-serving and
will not work.
Solicit Objections
If you have gone through the discovery phase of the sales cycle and are
confident that the customer understands that your product or service
addresses her needs, then ask for the sale by asking for an objection. "Is
there any reason why we can't proceed with the shipment?" This oblique
approach allows the customer to raise any final objections -- if she has
one -- without saying no to the sale.
Level With Me
As you approach the end of the selling process and the customer says he
wants to think about it, ask him to get to the point: Level with me. Have I
failed to show you the value that you will receive from your investment?
Then be quiet.
Direct Close
When you have addressed the customer's concerns and you are confident
that she knows the value of your product or service, then pose the question
directly, "So, Mary, are you ready to place the order?" Use this closedended, yes-or-no question only if you are very confident that the answer
will be affirmative.
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22-Mar-16 9:24 PM
Top 10 Sales Closing Techniques: Learn How to Seal the Deal | Chron.com
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