Top 7 Sales Closes For Increasing Your Closure Ratio
By Christopher M. Knight
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- Start by just plain old ASKING FOR THE ORDER. Remember 70% of sales folks NEVER ask for the order. Start here.
- The Choice Close: ex: "Would you like product A or do you think product B is better for you?" Either way, they buy.
- ABC (Always Be Closing) with Trial closes. First find out what is important to your prospect/client, and then keep asking them questions which help them discover which of your services or products is/are right for them.
- Take-A-Way Close: ex: "I'm not sure we're right for you, uhmm, no, I don't think you could possible benefit from our product, even if the last 1000 folks are totally satisfied and are achieving the benefits you were seeking also." nahhh... ;-)
- Benefits or Ben Franklin Close: Add up the benefits they will receive, and help the customer understand that the benefits far out-weigh whatever objections the client has brought up.
- Christopher Knight Close: Let the customer close themself . My job as a sales machine, is to help my clients get what they want, assuming I've already qualified them, and I know I can help them, I simply listen, offer suggestions, ask questions, and 90%+ of the time, no close is necessary, because they are asking me how they can pay for it before I have to ask if they want to buy . Consider this one a soft close.
- Assumption Close: Just write up the order, once you get the nod or other obvious 'buy' signals from the customer, and ask how they'd like to receive the product or what quantity.
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Article Submitted On: February 26, 1998