"Just so that I'm prepared.
o What are some of the specific things that you'll
be thinking about?
o
One last question.
Soft
Be quiet and let them
talk.
o Handle any response
as an objection.
o
Two options now
Hard
o Start asking yes/no
questions
Is it my company?
Is it the color?
Is it .....
o Go through all the
benefits
o Make the prospect
realize that they are just
stalling
Research shows six common closing mistakes
1.
2.
3.
4.
5.
6.
Talks too much. Doesn't ask enough questions.
Over-controls the call; asks too many closed-end questions.
Doesn't respond to customer needs with benefits.
Doesn't recognize needs, gives benefits prematurely.
Doesn't recognize or handle negative attitudes effectively.
Makes weak closing statements, doesn't recognize when or how to
close.
After the Close
o
o
o
o
o
o
o
o
o
o
o
Confirm the sale when the buyer says yes:
Be sure all details related to the purchase agreement are completed
Check everything with buyer
Ask for signature if necessary.
Reassure customer and confirm
Pointing out that s/he has made the correct decision
Describe the satisfaction that will come with ownership of
product or service
Thank customer for the order.
A follow-up thank-you letter is often appropriate.
Ask for referrals.
Provide after-sale service.
Leave Gracefully
Don't talk past the close