Closing and Confirming the Sale

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Chapter 13

• Closing and Confirming the Sale

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LEARNING OBJECTIVES

• Describe appropriate attitude for closing the
  sale
• List and discuss guidelines for closing the sale
• Explain how to recognize closing clues
• Discuss methods of closing the sale
• Explain what to do when a buyer says yes or no

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FIGURE 13.1 CLOSE
The Six-Step Presentation Plan
Step One APPROACH Step Two PRESENTATION Step
Three DEMONSTRATION

• Review Strategic/Consultative Selling Model
• Initiate customer contact
• Determine prospect needs
• Select product or service
• Initiate sales presentation
• Decide what to demonstrate
• Select selling tools
• Initiate demonstration
• Anticipate sales resistance
• Plan negotiating methods
• Initiate double-win negotiations
• Plan appropriate closing methods
• Recognize closing clues
• Initiate closing methods
• Suggestion selling
• Follow through

Step Four NEGOTIATION
Step Five CLOSE
Step Six SERVICING THE SALE
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FIGURE 13.2 THE CLOSE
Strategic planning for closing the sale
Actions during the close
1. Recognize closing clues. 2. Focus on point
of greatest interest. 3. Handle tough points
early. 4. Avoid surprises. 5. Keep prospect
involved. 6. Display confidence. 7.
Accommodate buyers communication style. 8.
Ask for the order more than once.
1. Review possible barriers to closing the
sale. 2. Review closing guidelines. 3.
Prepare several closing methods. 4. Plan to ask
for the order more than once. 5. Practice
closing.
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GUIDELINES FOR CLOSING THE SALE

• Focus on dominant buying motives
• Negotiate tough points before closing
• Avoid surprises at the close
• Do not isolate prospect during the sale
• Display self-confidence during the close
• Ask for the order more than once
• Recognize closing clues

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CLOSING CLUES

• Verbal
• questions
• recognitions
• requirements
• Nonverbal
• body movement
• facial expression
• tone of voice

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METHODS OF CLOSING THE SALE

• Trial
• Summary-of-benefits
• Assumption
• Special Concession
• Negotiating the single-problem
• Limited choice
• Direct appeal

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FIGURE 13.3 WORKSHEET
Closing Worksheet
Closing clue (prospect) Our staff will need to
be trained in the use of this equipment. That
sounds fine. What kind of financing do you
offer? Well, we dont have large amounts of
cash available at this time.
Closing statement (salesperson) We will send
our technical staff to your company as soon as
the product arrives. They will spend two days
with your staff showing them the entire
operational program. In addition, they will be
on call for any questions or service during the
following six weeks. Good, may I get your
signature on this order form? We have two
financing methods available ninety-day credit
or two-year-long term financing. Which of these
do you prefer? Based on your cash position, I
would recommend you consider our lease-purchase
plan. This plan allows you to pay a very small
initial amount at this time and keep the cash
you now have for everyday business. I will be
happy to write up your order on the
lease-purchase plan.
Closing method Negotiating-the-single
problem Direct appeal Limited
choice Assumption
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FIGURE 13.4 TRIAL CLOSE
Approach
Negative Response
Positive Response
Presentation
Trial Close
Demonstration
Trial Close
Negotiation
Trial Close
Close