Chap13 - Chapter 13 ClosingBeginstheRelationship 13-2...

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Closing Begins the Relationship Chapter 13
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C h a p t e r 13 13-2
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13-3 Main Topics Main Topics The Tree of Business Life: Closing When Should I Pop the Question? Reading Buying Signals What Makes a Good Closer? How Many Times Should You Close? Closing Under Fire Difficulties With Closing Essentials of Closing Sales
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13-4 Main Topics Main Topics Prepare Several Closing Techniques Prepare a Multiple-Close Sequence Close Based on the Situation Research Reinforces These Sales Success  Strategies Keys to Improved Selling The Business Proposition and the Close Closing Begins the Relationship When You Do Not Make the Sale
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13-5 The Tree of Business Life:  Closing Guided by  The Golden  The Golden  Rule Rule : Look for buying signals Be confident in your suggested  order Prepare several closes for each  call Do not take “No” personally Remember that a successful close  begins your relationship You now prove your value with  ethical service and your new  relationship I T C E t h i c a l S e r v Builds u Relationships T T T T T T T T T T T
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13-6 When Should I Pop the  Question? Closing is the process of helping people  make a decision that will benefit them There are no magic phrases and techniques  to use in closing a sale Close when the prospect is in the conviction  stage of the mental buying process
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13-7 Exhibit 13-1: Close When the  Prospect is Ready
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13-8 Reading Buying Signals A buying signal is anything that a prospect  says or does to indicate that he is ready to  buy Asking questions Asking another person’s opinion Relaxing and becoming friendly Pulling out a purchase order form Carefully examining merchandise
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13-9 Exhibit 13-2: Answering a Prospect’s  Buying Signal Question with a Question
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13-10 What Makes a Good Closer? A good closer: Asks for the order and then remains quiet Gets the order and moves on!
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13-11  Exhibit 13-3: The Moving Selling  Process A positive response to the trial close indicates a move toward the close A negative response means return to your presentation or determine the prospect’s objections
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13-12 How Many Times Should You  Close? You must be able to use multiple closes Three closes is a minimum You will learn how without being pushy
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13-13 Closing Under Fire The first “no” from the prospect isn’t  necessarily an absolute refusal to buy
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13-14 Difficulties With Closing Closing is the easiest part of the presentation Salespeople may fail to close because: They are not confident in their abilities to close
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This note was uploaded on 02/01/2012 for the course MAR 08 taught by Professor Staff during the Spring '08 term at Youngstown State University.

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Chap13 - Chapter 13 ClosingBeginstheRelationship 13-2...

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