Sales Force
Sales Call Closing Techniques (I)
Why is closing of sales call so important? What are the main closing techniques?
Posted: Jan 2012
1 “TIED DOWN”
DEF.: A question asked a the end of a statement in order to obtain a “minor yes” or to isolate an objection. ex.: Isn’t it? Haven't we?
2 INVERTED “TIED DOWN”
DEF.: Like “1” but with the question in front in order to get an affirmative answer. ex.: Haven’t we always been fair?
3 “ALTERNATIVE” CLOSE
DEF.: Gives the buyer the opportunity to “decide” between 2 alternatives ( both good to you).ex.: When would you like to have the order delivered …on Tuesday or on Wednesday?
4 “INVOLVEMENT” CLOSE
DEF.: A technique which consists in making the buyer feel like being the owner even before having bought. ex. Where would you place the display?
5 “WRITE DOWN” CLOSE
DEF.: Asking the buyer the delivery place( he knows that if you write it on the order form the sale is ready)
6 “TRIAL” CLOSE
DEF.: Usually used for increasing distribution..
7 “PUSH” CLOSE
DEF.: Putting pressure on the buyer. ex.: Buy now as the offer might end until next week.
8 “JUST TO CLARIFY MY THINKING”
DEF.: It is used after-”I will think about it”.
9 “CALL ME ” CLOSE
DEF.: Used after-”I don’t know now”. ex.: “Call me if you DON’T want the order anymore”.
It takes advantage on the inertia of the buyer.
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