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My Introspective

by Laurus Nobilis
My BrainCast

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?

Making the successful sales call is a very complex process. It starts with opening, identification of needs, follows with proposal and handling of objections. The last part is the crucial one – closing the call.



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.

 

 

Related Reading:

Sales Call Closing Tips

 

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