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| Sales Tips for a Successful Close |
| A successful close is staged from the moment the sales call begins. |
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| Open |
| Create interest or use a value statement to answer the allimportant question, “What’s in it for me?” |
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| Probe |
Ask enough good, open-ended questions to accurately identify the
customer’s needs. |
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| Support |
Provide a real solution to their REAL areas of need that sets you
apart from competitors. |
ü Use FABs—Features, Advantages and Benefits to show the value
of your solution. |
ü Highlight your firm’s strengths against the competition’s
weakness without “bashing” them. |
ü Map out a smooth implementation process to eliminate their
number one fear: the fear of change. |
| ü Identify the customer’s objections and eliminate their concern. |
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| Close |
Goal: To agree to the appropriate next step—whether it’s signing a
contract or setting a follow-up appointment. |
When: DON’T close until the customer signals a readiness to move
on or has accepted the benefits. |
| Steps: |
| Review the previously accepted benefits. |
Propose the next step for you and the customer
- Good—Simply ask for the business: “Would you like to go ahead and get started?”
- Bad—Anything focused on price: “How do our prices look?” NEVER reference prices in your close.
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Check for acceptance
- Anything less than “yes” is a no. Either their real needs have not been addressed or they have unresolved objections. Probe further.
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Summarize and confirm
- Clarify the next steps
- Have a follow-up action planned to cement the close
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