subject: Shutting Down The Sale. When? [print this page] The world wouldn't be practical if not much was sold! Regardless if this means selling something, promoting a service or maybe even selling something until the deal is finished, we stand still and no one will make any cash. With these two statements under consideration, how essential does closing the deal really turn out to be? Well. All is crucial! So how do you go about sealing the sale? At what moment should you consider making the sale?
Closing approaches and times to close the deal could be as exclusive and varied as the salesperson trying to make the deal. Here are some guidelines to help you decide which kind of close will be good for you and your circumstance.
The Assumptive Close
This is observed as a popular sales close. This consists of a sales worker guessing that the client will buy whatever items are being offered. The sales representative will suggest to the customer what actions they are going to take to execute the sale. "Just come to the office and we'll get the forms started". Frequently the client will go along with this method and ask for all of the documents to be given to them.
Logical Close
The sales person simply asks for the close. Asking the direct question cuts to the heart of the sales process. Once the customer responds to this question, you need to stop speaking and go on to sort out the papers.
One or the Other/ Or Close
It is advisable to provide the client an ultimatum between two items or goods. This is using a bit of the assumptive close technique in that you are assuming the prospect is buying and will take one or the other. With that said, many people will most likely feel as if they are the ones whom are making the ultimate choice as an opposed to them feeling like their being pushed into the decision. If you provide the client with a choice they will feel as if they are the ones controlling things. Be cautious about offering too many choices. People might be confused if you offer them a huge array of options.
Temperature Gage Close
With this procedure you have to try to determine the probability of the client signing. Ask the customer to rate their interest level on a scale of zero to ten. If the prospect responds with "10"...again..discontinue talking and write down the order. If they aren't that intrigued than it is advisable to ask them what difficulties they may have. Maybe there were issues with the product that weren't entirely understood or explained well.
The four closing tactics above are widely used and have been used for several years. These techniques have to be practiced by sales experts in order for them to get it right but when they are, the success from these will help a sales rep greatly.
Perfecting the sales close is a skill that is learned through experience and training. Practice makes perfect, but learning through a professional sales training company can make all the difference. One Florida sales training company, Success Through Enhanced Performance specializes in creating teams of sales giants. See if they are availabe in your area.
