Closing techniques IDdesign Academy Closing techniques MORE EDUCATION

Closing techniques IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES 1

Closing techniques To close a sales process, is often a natural consequence of a sales conversation there has progressed well and positively. If the opposite has happened, it would in most cases be very difficult to close it and achieve your goal. IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES 2

Closing techniques – when has the sale been successful? IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES 3

Closing techniques – when has the sale been successful? You could say that the a sale has only been successful when you reach your goals or targets. Remember • You need to have a goal in every sale conversation – How else do you know if it has gone well? • A sale conversation is not necessarily gone well just because you have made a sale. What if you could have achieved a better result? • Targets is an alternative goal you must have if it is not possible to achieve your overall goal. It could be a return visit. It could be that you might send the customer an offer etc. IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES 4

Closing techniques – when has the sale been successful? Therefore Always have a goal and a target – an alternative goal in all sale conversation. IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES

Closing techniques – when do you close? IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES 6

Closing techniques – when do you close? ”Always be closing” As a sales person you always need to pay attention to buying signals from the customers. • When the buying signals are clear or if there is enough, then it is time to close. • If you are closing to late you risk to ”talk yourself out of the sale” IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES

Closing techniques –what is a buying signal? IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES 8

Closing techniques – what is a buying signal? Buying signals can be verbal and non verbal. Common to them both is that they show you, some signals from the customer that indicate that the customer accept your product or solution. IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES

Closing techniques –non verbal IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES 10

Closing techniques – non verbal Customer can by body language to send signals, there can indicate if you are on the right track with a sale. Some examples for non verbal signals could be: • The customer comes closer to you. • Reaching for what is in your hand. • Nods and smiles enthusiastically. • Is taking notes. • Looking up from a brochure to you. • The customer deals with the product or brochure with owner feeling. • The customers restless movements stops and the become relaxed. • The customer spend more time on one product than another one. IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES

Closing techniques – verbal IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES 12

Closing techniques - verbal The verbal buying signals (what are being said) are the most secure and clear. As a sales person you must pay attention to the questions there does not directly deals with the product or your solution. Some examples of verbal signals could be: • • • The customer ask about terms of delivery. Discount. Colour and quantity. Terms of guarantee. Service. Price of repair etc. . Ask yourself, why should the customer be interested in the above mention things if he/she was not beginning to relate to say yes to buy the product. IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES

Closing techniques - verbal Other buying signals you can get in the sales conversation, can be the yes replies that you recieve from the customer through the conversation. • Also called ongoing agreement. IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES

Closing techniques IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES 15

Closing techniques When there is enough buying signals from the customer you can use different closing techniques. You can succesfully combine the different closing techniques. IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES

Closing techniques Assumption – (taken for granted) - If the customer has been giving many buying signals and yes answers there gives the impression that the customer has decided to buy, but has not agrred to buy. Then you can with advantage use this method. You give the customer a question that indicates that he/she has decided. ”How many do you need? or ”is it something you want right away? ” IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES

Closing techniques Alternatively - Many people find it difficult to take a decision. By using this method, you give the customer a question where he/she can choose between two of your solutions a “yes or yes answer” The customer cannot decide whether it should be a yes or no answer, it can only be one or the other solution. ”Should it be the red or the green one? ” or ”Do you want to take it now or do you want os to sent it to you? ” IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES

Closing techniques The advantage - Everybody likes to make a good trade. This method would make them feel that they have achieved something beyond the ordinary - that not everybody will get. It do not have to cost much. ”If you decide today you will get XXX for half the price” IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES

Closing techniques Summary - If you have discussed a complicated solution, product or idea a summary is a very good idea. You need to sum up the benefits and what you agreed on. ”We agreed that it is important for you to have it delivered. . and it will be delivered with. . . ” (Should be combined with other techniques) IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES 20

Closing techniques The reference - If it feels like the customer wants to have proof about the things you have talked about or would like to hear other peoples experiences with the product, you can use this method. It may remove the last doubts the customer may have. ”Others who have used the XXX has seen a improvement in …” (Should also be combined with other techniqes) IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES

Closing techniques ”Fear” - If it has a sincere impact for the customer not to take a decision to buy today – it can be an idea to use ”fear”. Very important This method should not be used as a THREAT to pressure the customer into buying - DO NOT LIE. ”It was important for you that you could use XXX next week, but because of our stock situation, I cannot promise you that it will be in stock next week” IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES

Closing techniques ”Clear the table” - This means that if the customer makes an objection at the end of the sale (which can be frustrating) – then you need to ”clear the table. ” It is brutal but very effective. It is very important that you have your objection handling in mind. The aim is to isolate what the customer is saying and settle if this objection is the only thing, that keeps the customer from buying or accepting. Customer: I had expected the price to be 110, - and therefore 120, - is too expensive. “ Salesperson: “Do I understood it properly that if I can sell them for 110, - then we have an agreement? " Here it is very important that you do not speak until the customer has answered - even if the time may seem long. IDdesign Academy Closing techniques MORE EDUCATION – MORE KNOWLEDGE – MORE SALES

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