close the sale
DESCRIPTION
Slides to accompany a bite-size training session on closing a sale. Full training materials including Session Leaders Notes, Delegate Workbook and any Activity handouts can be purchased licence-free from http://www.power-hour.co.uk/trainingmaterialsshop. Prices start from £30 + VATTRANSCRIPT
Close the Sale
Http://www.power-hour.co.uk – Bite Size Training Materials
Close the Sale
Close the Sale
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
By the end of the Power Hour you will be able to:• Describe common ‘blocks’ to closing the sale, and
suggest how they can be overcome• Identify and use positive closing behaviours and
language• Practice a range of closing techniques
to find the one(s) that work best for you.
Close the Sale
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
Common Blocks to Closing a Sale
Close the Sale
Http://www.power-hour.co.uk – Bite Size Training MaterialsTrain the Trainer Oct 2011
Closing Styles and BehavioursResponsive
• Listening properly– Taking a genuine interest in the
customer– Developing and maintaining
rapport– Praising the customer for their
knowledge/ choice/view– Matching body language
• Working on the customers agenda
Assertive• Communicating clearly• Giving honest opinions• Guiding the customer• Listening to the customers
opinions/views and not being afraid to correct them if they are wrong
• Appreciating the other’s point of view, but sticking to your own opinions
• Matching body language/voice tone
Close the Sale
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
Positive Language
Positive Words
• Yes• Certainly• Definitely• Absolutely• Can• Will• I’ll do it now• Tomorrow morning• Good news
Neutral Words
• Maybe• Try• Perhaps• Hopefully• Obviously• Actually• Basically• Might• Should• Like
Negative Words
• No• Impossible• Problem• Can’t• Won’t• I’m afraid not• Don’t worry• Bad news• But• No way
Close the Sale
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
Effects on ClosingPositive closes are:• You've made a good choice, let’s do the paperwork• We can get that for you on Thursday• I know that you will find this product meets all of your needsNeutral closes are:• Do you want to do that then, or not?• I think that this product is probably the most suitable one• It's probably a good idea to get it nowNegative closes are:• I'm afraid that one's out of stock• This deal won’t be available after the 30th
Close the Sale
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
Closing Techniques
Asking for the Sale
The "order form" Close
The Alternative
Close
The Summary Close
The Bracket Close
The Empathy Close
The Conditional
Close
The "lost sale"
Approach
The Emotion Close
The Compliment
Close
The Testimonial
Close
The ‘Yes-Pattern’
Approach
Close the Sale
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
Make it Work at Work
What are you going to DO as a result of
this Power Hour Session?
Close the Sale
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
These slides have been produced as an optional resource to support a Bite-Size Training session on this
subject.A full set of materials, including detailed Session
Leader’s Guide, Delegate Workbook and supporting activities can be purchased from our Training Shop
Our Training materials are licence-free, but are for use by the purchaser only.
They CANNOT be passed or sold on.