Академический Документы
Профессиональный Документы
Культура Документы
EXHIBIT
8-1
EXHIBIT
What is clsoing
8-2
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Objectives
8-3
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8-4
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Closing Methods
Assumptive Close
8-5
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Assumptive Close
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8-7
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8-8
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Direct Close
If there are no more questions I can answer, I would sure like us to do business today. What do you say?
8-9
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Summary-of-Benefits Close
Reviews the benefits accepted, reminds buyer why they are important, then asks for the order:
Ms. Buyer, weve agreed that our product will substantially upgrade your technical capabilities, allow you to attract new business, and all the while save you money, isnt that right? Lets go ahead and place the order today. I will have my service technician out to train your staff next week.
8-10
EXHIBIT
2 column list: Reasons for Buying and Remaining Questions. Helps find out whats holding the prospect back.
Mr. Buyer, lets take a few minutes to list out and summarize the reasons this purchase makes sense for you, and also list any remaining questions you may have. This will help us make the right decision.
8-11
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Buy-Now Close
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Attitude is Important
Attitude state of mind or feeling with regard to a person or thing A positive attitude combined with tenacity closes more sales
8-14
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8-15
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8-16
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Buyer brings out paperwork to consummate purchase Buyer exhibits positive gestures/expressions Buyer picks up sample and/or literature and examines it
8-17
EXHIBIT
Trial Close
Can be used at any time during the sales process May elicit a negative response because buyer is not ready to purchase A trial close that works becomes the close!
8-18
EXHIBIT
Bad attitude
Ineffective preapproach
Not listening One size fits all approach Uncertainty about post-closing action
8-19
EXHIBITCommon
Post-Sale Complaints
Product delivery