Could you be selling more, to more customers, more often. Feel that your sales forces efforts are flat-lining, stuck in a groove?

            Do you really know how many of the 50 deal closers your sales people actually use to get an order?---
likely, just 2 or 3, repeated endlessly.    

            

           One of the most important stages of selling is closing the deal, which are the actions taken by the sales person to gain agreement to the sale. There are many closing techniques in sales, which are actions that sales people take to persuade the customer to make the necessary commitment. Here are thirty of 50 ideas, PLUS  a sample:

• 1-2-3 Close - close with the principle of three.
• Adjournment Close - give them time to think.
• Affordable Close - ensuring people can afford what you are selling.
• Alternative Close - offering a limited set of choices.
• Assumptive Close - acting as if they are ready to decide.
• Balance-sheet Close - adding up the pros and the cons.
• Best-time Close - emphasize how now is the best time to buy.
• Bonus Close - offer delighter to clinch the deal.
• Bracket Close - make three offers - with the target in the middle.
• Calendar Close - put it in the diary.
• Companion Close - sell to the person with them.
• Compliment Close - flatter them into submission.
• Concession Close - give them a concession in exchange for the close.
• Conditional Close - link closure to resolving objections.
• Courtship Close - woo them to the close.
• Customer-care Close –
• Demonstration Close –
• Distraction Close -
• Doubt Close –
• Economic Close - 
• Embarrassment Close - 
• Emotion Close - 
• Empathy Close - 
• Empty-offer Close - 
• Future Close - 
• Golden Bridge Close - 
• Humour Close -
• Hurry Close - 
• IQ Close - 
• Never-the-best-time Close - 

  The “Affordable $$$” Close.

Technique---

1.      Close out any objections customers have about price by making sure they can afford it.

2.      Find how much they can afford. Then show that you have a finance plan that fits their capability to pay.

3.      Bring in other factors to reframe the real price, such as lifetime costs.

4.      Show the price of not buying - for example the cost of continued ownership of the current car.

5.      Strip down what is being sold to the bare minimum. Remove all the options (and maybe sell them as separate items).

6.      Sell them something else they can afford.

7.      Last option: bring your price down to what they are prepared to pay.

8.      And always remember the caveat: do not close people into debt they will not be able to repay.

Examples:

·       How much per month can you afford...yes, we can make a deal for that...

·       The initial costs seem high, but by the end of the year you will have recouped them.

·       The basic model will fit into your price range.

·       The maintenance costs on this are very low.

·       The cost per page of this printer is the lowest in class.

·       If we can bring the price down to what you say, will you buy today?

 Chris Wilkinson.

Certified Business Behaviour & Attitudes Analyst.

Business Coach and Executive search.

Tel: (905) 275-2907 (Mississauga).

e-mail: buspilot@bell.net