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UNIT 4 : CLOSE A SALE - Coggle Diagram
UNIT 4 : CLOSE A SALE
METHODS OF CLOSING :
Closing starts the relationship. It changes the person from a prospect to a customer
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OTHERS
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BUY - NOW CLOSE
To create urgency with the prospect. Inform the prospect that this is an opportunity that cannot be missed
COMMON CLOSING MISTASKES
NOT LISTENING :
- Top sales professionals talk at most 46% of the time during the sales process and listen for at least 54% of the time
INEFFECTIVE PRE - APPROACH :
- Pre - approach means the preparation that a sales professional must do before approaching a prospect
'' ONE SIZE FITS ALL '' APPROACH
- Customers have unique needs or problems specific to their situations
BAD ATTITUDE :
- Seen as arrogant and confrontational when challenged
- Tend not to see others point of view
UNCERTAINTY ABOUT POST - CLOSING ACTION :
- Sales professionals keep talking about the sale even after the prospect has committed
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WHAT IS A TRIAL CLOSE TECHNIQUE :
It is used before an actual close. It asks for an opinion. Not a decision to buy
HELPS TO DETERMINE :
- Whether a prospect likes your product's features, advantages or benefits
- Whether you have successfully answered any objections
- Whether any objections remain
- Whether the prospect is ready for you to close the sale
WHEN TO USE A TRIAL CLOSE :
- After making a strong selling point in the presentation
- After the presentation but before the close
- After answering an objection
- Immediately before you move to close the sale