Lecture 13 - Confirming the Sale (Completed Notes)

Lecture 13 - Confirming the Sale (Completed Notes) - L13:...

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L13: CONFIRMING THE SALE
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Today’s Agenda 1 1 1 1 1 1 1 L13 Confirming the Sale 2
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L13 Confirming the Sale Unit Objectives 1 To define what it means to close a sale L To understand why salespeople are hesitant to close a sale L To define and demonstrate the 5 steps to closing L To recognize when it is appropriate to close L To describe, define, and use appropriately, each of the 15 closing strategies 3
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L13 Confirming the Sale 4 L Confirming the sale is: L Definition: an attempt to obtain agreement from the prospect to . Or L Accomplishing the L How? Motivate the prospect to act L Transforms into a CONFIRMING THE SALE act Sales call objective prospect customer
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L13 Confirming the Sale 5 3 REASONS SALESPEOPLE HESITATE TO CLOSE 1. Against our _______ 1 Learned behavior since ______ L BUT, sale is a mutual benefit L Begging for $$$$? Not if > ______ 2. Fear of . Sale is not and we don’t like to be shot down L Rejection is and is not usually gain rejection nature birth cost common Personal Certain
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L13 Confirming the Sale 6 REASONS SALESPEOPLE HESITATE TO CLOSE (cont’) 1. Lack of Salesperson 1 Due to lack of L Indicates need for more L Find and understand success stories L Don’t let the no’s get to you!!! 1 This is where your __________ should kick in!!! conviction confidence preparation ego drive
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L13 Confirming the Sale 7 TRUE OR FALSE? 1. The hardest hurdle to overcome is motivating the prospect into buying . 1. Asking for the sale can be viewed as the most important element. False. If we’ve done prospecting, opening, the presentation, and handling objections properly, the sales is done. The motivation should be there. True. Note the difference from 1 above. Not hard to do, but important to do!
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L13 Confirming the Sale 8 5 STEPS TO CLOSING THE SALE 1. Review the L Clearly identify the dominant buying urge 2. Review the L Communicate how the DBU is satisfied 3. Put them in role as a customer L Create a positive image 4. Using one of the closing strategies L Use an closing method 5. Ask for the !! problem solution satisfied sale appropriate
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L13 Confirming the Sale 9 SALESPERSON ATTITUDE 1 Salesperson should show ___________ and a ________ attitude. L In general, customers like to feel like they _______ the product as opposed to being ______ the product. Try to accommodate by making the entire sales process as ___________ as possible. Hopefully the customer will draw the roadmap to purchase. confidence positive bought sold interactive
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L13 Confirming the Sale 10 WHEN DO YOU CLOSE? 1 Answer: when the prospect appears to be and 1. ______ Prospect Signals 1 ask about delivery, installation, sale conditions L “if I decide to buy…?” L ask about minor features L method of payment L strong positive reaction L putting themselves in ownership role Satisfied Ready Verbal
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L13 Confirming the Sale 11 CLOSING CUES (cont’d) 1. Prospect Signals 1 customer closely studies product L becomes more relaxed/friendly L increases eye contact L nods or reaches for checkbook, order form, pen
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Lecture 13 - Confirming the Sale (Completed Notes) - L13:...

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