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DESCRIPTION9 TH EDITION. Selling Today. Manning and Reece. CHAPTER 13. CLOSING THE SALE AND CONFIRMING THE PARTNERSHIP. LEARNING OBJECTIVES. Describe proper closing attitude List and discuss guidelines for closing Explain how to recognize closing clues Discuss methods of closing sale - PowerPoint PPT Presentation
9TH EDITIONCHAPTER 13CLOSING THE SALE AND CONFIRMING THE PARTNERSHIPManning and Reece
LEARNING OBJECTIVES Describe proper closing attitude List and discuss guidelines for closing Explain how to recognize closing clues Discuss methods of closing sale Explain what to do when--Buyer says YES--Buyer says NO
SIX-STEP PRESENTATION PLAN1. APPROACH2. PRESENTATION4. NEGOTIATION3. DEMONSTRATION6. SERVICE5. CLOSE
See details Figure 13.1.
ATTITUDE TOWARD CLOSING Some closing methods can move the customer from indecision to commitment. When these methods are used effectively, the prospect will not feel pressured.Closing should be thought of as the beginning of a long-term partnership.
STRATEGIC PLANNING FOR CLOSE Review barriers to sale Review closing guidelines Prepare several closing methods Plan to ask for order more than once Practice the closing
See Figure 13.2
ACTIONS DURING CLOSE Recognize closing clues Focus on customers greatest interest Handle tough points early Avoid surprises Keep prospect involved Display confidence Accommodate buyers style Ask for order more than once
See Figure 13.2
REVIEW VALUE PROPOSITION FROM PROSPECTS VIEWLOSS OF OPTIONS BUYER ANXIETIESFEAR OF MISTAKEREACTIONS OF PEERS
GUIDELINES FOR CLOSING SALE Focus on key buying motives Longer selling cycles require multiple commitments Negotiate tough points before close Avoid surprises at close Display confidence at close Ask for order more than once Recognize closing clues
CLOSING CLUES-VERBAL VERBAL--Questions--Recognitions--Requirements
See samples in text.
CLOSING CLUES- NONVERBAL NONVERBAL--Facial expression changes--Prospect nods agreement--Leans toward you--Examines product literature intently
See samples in text.
SPECIFIC CLOSING METHODS Trial close Summary-of-benefits Assumptive Special concession Balance sheet Management Multiple options Direct appeal Combination
TRIAL CLOSE Made at opportune time --Can we ship in May?--Will a $500 down payment be possible?--Should our staff handle the installation?
TRIAL CLOSE OPPORTUNITIES
See Figure 13.4.
SUMMARY-OF-BENEFITS CLOSE Reemphasize value-added buyer benefits --Thats $25 for each lunch, four conference rooms, and audio/visual support, plus our special meeting package.
ASSUMPTIVE CLOSE Asks for minor decision, assumes customer will buy --Usually question about minor point--Should I put this on your account?
SPECIAL CONCESSION CLOSE Special inducement offered if prospect signs --Sample inducementsSale priceLiberal credit plan
MULTIPLE OPTIONS CLOSE Present several options
Steps Configure more than one product solutionStop when ample selection presented Remove less appealing options or products
BALANCE SHEET CLOSE Outlines reasons TO buy and NOT to buyTo Buy Not Buy
MANAGEMENT CLOSE Involve senior executives or sales manager--Makes prospect feel important that your firms higher-ups are involved--Often used in auto sales
DIRECT APPEAL CLOSE Ask for the order in a straightforward manner --Should not come too early--Gain prospects respect first
COMBINATION CLOSES Sales person simply combines two or more close methods
SAMPLE CLOSING WORKSHEET
PRACTICE THE CLOSE Make these 8 closing methods work better via practice Use closing worksheet Try sample script on sales manager Use a camcorder, tape yourself
CREATE YOUR OWN CLOSING WORKSHEET CLUE METHOD STATEMENTSounds good. DIRECT APPEAL Fine, please sign the order.What about the MULTIPLE We offer 5% and financing? OPTIONS and 4% with $100 down. Which do you prefer?
Also see Figure 13.3.
CONFIRMATION STEP Confirm sale and partnership Reassure customer Buyer remorseforms of regret, fear, anxiety about sale--Compliment buyer on wise decision--Thank customer for order
WHEN BUYER SAYS NO Learn to manage disappointment Focus on success In win-win, there is never a real winner or loser Consider methods to re-open sale at a later date Analyze lost sales
FACING COMPETITION Some buyers want to look at competing products/services Do all possible to help prospect make an intelligent, informed decision Stress areas where your product is superior
Last slide Chapter 13.
See Figure 13.2 in text.See Figure 13.2 in text.Figure 13.3.Figure 13.4.Figure 13.3.Last slide Chapter 13.