Closing is simple -- if you remember six fundamentals. Review the following checklist after your next sales call. Whether or not you made the sale, you'll see where you can improve your technique and closing rate.
1. Did you describe all the benefits your product or service offers and what they can do for the client?
2. Did you ask the client to buy? Did you ask outright for the order?
3. Did you discover they key issue in your client's buying decision? (Examples: You're too new. You're too much like XYZ company,which burned the client last time. Your company lacks name recognition)
4. Did you uncover the key benefit that your client wants from your product or service?
5. Did you make lots of little closes so that the client had an opportunity to make small decisions, rather than one big, threatening one>
6. Did you try one more time when you thought the sale was lost?
Use this checklist for two weeks. The fundamentals will become second nature and your'll be first-rate.
Source: Selling Power Editors
No comments:
Post a Comment