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EASY INFLUENCE: Closing The Sale
The
Top 5 Techniques For Leaving With The Order!
- Invitational:
This is a “no brainer”,
but is works very well. Many times sales people lose the sale because
they never ask for it. This is a gentle and comfortable approach.
“Would you like to go ahead with this now?” It’s a very soft and
unassuming approach that makes everyone feel comfortable. And, it’s
direct enough to force a decision. If they say no, then you can start
working to overcome objections. Or, “If you like what I’ve shown
you, why don’t you give it a try?
- Authorization
Close: If you clearly see
that the value of what you offer will really pay off for the prospect
then of course they would want to buy. Say, “OK. If you’ll just
authorize this, we can get started” as you turn the contract toward
him and hand him a pen.
- Process
Close: “OK. The next
thing we need to do is for you to fill out this form. Then we’ll
take it back to the office for approval. Then, we’ll call you up
within 48 hours to schedule the installation or we could schedule it
now if you prefer.
- Preference/Incremental
Close: “If you were
going to take this one, what color would you want, red, blue, or
black? Do you want this delivered or will you pick it up?
How soon do you need it? Cash, check, or charge?” Asking
about these features puts their focus on what they want and not on
“yes or no”. Plus, when you ask these questions on the small
details they add up in the prospects mind. The cumulative effect is
that buying becomes cemented in their mind.
- “Lost
Sale” Close: After it
seems there is no use in wasting any more time, get up and put your
things away and start to leave. Then say, “Ms. Prospect, I’m
curious. Most of the people I speak with in your situation are quick
to take advantage of our services. I’m sure you have reasons for
wanting to think it over. Do you mind if I ask what they are?” Or
“Did I not explain things clearly or is it the price?” Then you
can start overcoming objections. “If you changed your mind and went
ahead with this, what would have changed your mind?”
by
Christian E. Mickelsen
Copyright
20002-2003 Future Force, Inc. All Rights Reserved
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