SalesHQ

 I have developed a presentation paper close and use this  along with the alternative close and silent close. I love the questions of how do you feel ,why do you feel,how is that working for you and would you agree statements.

I agree with Sellerina.  I'm in Television advertising and I need to listen to what the potential advertiser wants to ----expand ,sell, highlight, etc... about his business then write a commercial script using that .  That's what he wants, then he know that you are really listening to him and working to promote HIS business and will be comfortable with the close

        When closing you already have provided a solution , found out what the problem or concern was and the sales person has found  the want, need  and can use is in place.  Three out of four of the items neccessary for a sale is in place.The only item left will be  the question of can the client  afford the price which usualy  means the client is unwilling to pay the price you are asking. The issue will not be  they  can't pay your price. What you do at this point has to be some sort of training you have received or technique with answering objections.

     When a sales technician  tries closing without having the want ,need,or  what the client can use ,the sales technician has lost the sale as they have not, listened, they have not asked open ended questions or they do not care what the client has said or requested.Hence no close ,no sale and a rejection.

WIN - coudln't agree any more---GET INSIDE YOUR CUSTOMERS HEAD.....and be a part of their cycle by leading them down your path! Great Advice

Everyone seems to know the answer to this question.  Just common sense really.  Always ask for the sale.  The worst that's going to happen is you'll get a NO, and its not like you've heard it before.

rich...everyone can do it....they just have to get all the other stuff that goes with it...

Rich,  everyone has their own technique.  Once, you have attained the trust and all is explained, you have to ask for the sale.  I think people get nervous and it feels corney for them to ask.  It's not easy or simple.  I think those that have been in sales for a reasonable period of time would find it easier.  But, we need to help those that aren't.  So Rich, please give us an example of how you feel a close should be completed. 

Lori I did not say  it was easy. I claim it is not rocket science we are dealing with.How about handing them your pen  While handing them the pen click it,  the client natural reaction  reach  out to grab the pen and you the sale technician just shut up . This is called the silent close.

 How about we make this a thing of the past,authorize my paperwork and we can gte this started.

 How many do you want?

Do you want it today or next thursday?

 Would you mind if I call the office to set this up for tomorrow ?

 ASK ASK ASK ASK ASK for the sale. Normal number of times to finalize the ownership exchange 5 times. Each time you give the client more information allows the client to make another decision to own.

Win's right! You don't even have to ask for the sale, just say something like, "The sooner you sign here, here and here, the sooner we can get started".

BUT, you BETTER have made sure you've addressed ALL their concerns and objections or chances are pretty good you'll actually lose the sale by getting them angry with you for being so pushy.

You DON'T want to appear pushy, you want to appear to have a sense of urgency that is actually helpful for the prospect, client, customer.

  If you ask for them to authorize not sign you have asked for the sale.There are a ton of ways to ask for the sale without simply saying lets get this done, lets make this a thing of the past , click the pen and push the contract to them. Any close that is not open ended  is asking for the sale.

  One time I  asked the client would you agree that it is not that you have not needed a plumber but you did not want one.  I became  quiet then pushed my proposal  over to him  with a pen. That was asking for the sale. He laughed authorized the paperwork.

    Filling out the paperwork, non verbal form of asking for the sale. Another  way ask for the correct spelling of their name,ask if they want thier middle initial or  middle name on the contract. Do you want this in blue or red? Thursday  or monday. It is asking for the sale.

 What is your price? Waht other questions do you receive  after this question?

not only watch your kids watch your pets.

 People have been talking about dogs. Punish the dog what happens they come right back wagging their tail ,they keep coming back and abck and back. You can throw a ball over and over and thyey go after it and bring it back  and usually you tired before they do.Keep on kepping on 

God I hate the term "closing a customer"! Let's change your mind set a little. Do you like to be "closed" or do you prefer to "buy"? Too many salespeople think they can close a customer. This is a confrontational style of selling. I have tried both approaches and the laid back low keyed approach always works best. I believe if you have done a million dollar presentation, taken the time to allow your customer to warm up to you, and you have done a good job building trust, the customer "closes" themselves. I have worked in a one call close business for 8 years. I have learned one thing supreme. Customers do not want to be closed. Customers want to buy from you (assuming they like and trust you). One of my best "closing" techniques after rolling the price is "Mr & Mrs. Jones, if you like what you have seen and heard today and you feel that our product is right for you, then all I need is your driver's licence to get started. (For taking a credit application).

When you've given the customer enough information to make an informed decison you'll get the sale. One last thing, always but always ask the money pin question. Let me ask you Mr and Mrs Jones, other than price is there any reason other than price that would prevent you from doing business with ABC company today? Shut up and let them answer that question. If the answer is no then it is price and price only that is standing in the way.

I have found that you should be doing soft closes throughout your presentation, with the "how do you feel about that", "wouldn't you agree", "does that make sense" type questions you mentioned.

An effective presentation should address and resolve as many potential objections as possible during the presentation, and if you have done a good job with uncovering your clients needs and aligning it with how your product or service resolves their needs and wants in your presentation, the close should be very a natural progression. It can be a silent close, a let's get started close, or sign here close. People know you are there to sell them something, they expect a close.

Effective closes should be similar to taking a car to a smooth stop, not slamming on your brakes because you were day dreaming.

Always Be Closing, and it starts at the very beginning of your presentation, not just at the end.

Maximus

Could not agree more with Max and the progression when we do our job. I enjoy it when I can pass my presentation paper to the client write the total on a blank contract and have them authorize the contract.

 I really like the silent close.