August 22, 2009
There are a number of sales closing strategies that you can learn with different ones applied in different situations. Each salesperson might be more comfortable with one or another. As a business owner, you want to be certain that you and your salespeople become exposed to a number of different strategies so they can choose the one they prefer depending on different situations.
First you must understand that before you can assist your prospect in identifying the advantages of buying your products or services, you must also instruct them of the disadvantages.
Then you and the prospect analyze the items on your list and identify the strengths and advantages while overcoming the disadvantages.
The goal here is for the advantages to outweigh the disadvantages and close the deal.
The take it with them close- This allows the prospect to actually take the product home or try out the product. The idea is that once this happens, the prospect will be unable to part with the product and must have it.
There is a story about a salesmen who sold pet dogs. The salesman said "Here, take this home and give me a call in a week. If you don't want it, I'll come and get it". Once that dog was there and the young son fell in love with it, there was no way that dog was going back.
Subject To Approval Close- This allows a salesperson to actually close a sale, but do so subject to certain contingencies. In other words, it's up to the salesperson at this point to really do some work when possible to assist the prospect in removing contingencies thereby making the sale official. .
Take Away Close- I prefer this one. It's human nature to want what one can't have. The salesperson says things like, "This product isn't for everyone. It's a certain kind of person who can appreciate this service."
The Standby Feel Close- This approach is intended to establish empathy with your prospect's situation in an effort to persuade them that you or a prior customer has actually dealt with their situation.
The Order Form Close- Sometimes the prospect might need a little encouragement and It's useful to actually take your order form or contract and put it in ftont of your prospect. Tell them to complete a section and you'll complete the rest.
Never say, "Sign the contract", which has a very negative connotation. It appears too binding and rigid to your prospect
If they haven't heard enough reason to buy, you then say ""If We Do This, Will You Buy?" you must identify what it will take for the prospect to break down and buy.
Presumptive Close- Under this method you actually go on the assumption or presumption that the prospect has already decided to buy. You might talk about how a prospect will enjoy the product or service or how the benefits might be enjoyed.
When the prospect gets in the habit of talking, feeling and thinking like they already have the item, the sale is almost all but completed.
Informational Close- If your products or services is such that your prospect needs more information in order to make up their mind, then the more relevant information you can share the more likely the prospect is to buy.
Overcoming Objectives Close- You can identify the prospect's specific objections to buying and focus on ways to overcome those objections. As you successfully accomplish this task, the close will follow right afterwards.
Instructional Close- If the close requires the buyer to know how to use your products or services, it is critical that you provide detailed instructions where applicable.
Directive Close- This is when you actually talk to your prospect and tell them exactly what to do. Direct Them to go over and sign up. They will respond by buying when told to do so. It's one of the easiest ways to make a sale.
Exclusive Close- You indicate in all the marketing you do that your products or services are very exclusive. Lock the doors and only allow customers and referrals to enter. Soon you'll find they want it because everyone wants in. Whatever the strategies you and your employees learn and implement, all awareness that sales strategies are available is essential to go a long way in your business sales efforts.
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Abe Cherian is the founder of Multiple Stream Media, a leading performance-based Internet advertising company dedicated in helping small businesses create online presence, brand recognition and online automation. Main company web site: http://www.multiplestreammktg.com
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