Sales 101 by Wendy Connick

Author:Wendy Connick
Language: eng
Format: epub
Publisher: Adams Media
Published: 2019-09-16T16:00:00+00:00

USING CLOSING TECHNIQUES

If All Else Fails…

The rule of thumb in any sale is that the better you do during the sales process, the easier it is to close the customer. If you’ve gotten to the end of your presentation and haven’t convinced the prospect to buy, you’re going to have a tough time closing. On the other hand, if you’ve done a good job of building rapport and outlining benefits, your close might be as simple as asking the prospect to sign on the dotted line.

Some salespeople have no trouble using closing techniques and find them quite effective. They start closing right at the beginning of the appointment, using a statement like, “If I show you how this product will save you seventy-five percent over your current product, will you buy today?” and go on from there. But these salespeople are successful because they’re using social psychology tricks to manipulate the prospect into buying. Closing techniques work by pressuring people into feeling that they must make the purchase; in the short term, they generate sales, but in the long term those customers may feel resentful.

Closing Techniques for New Salespeople

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