There are many different types of closes. This article presents eight of them.
1. Ask for the Order Close
2. Assumption Close
3. Choice Close
4. Preference Close
5. Trial Offer Close
6. Balance Sheet Close
7. Loaded Yes Close
8. Alternate Vendor Close
Here are two illustrations from the eight different types of closes. In this article, we will review the Preference Close and the Ask for the Order Close. Let’s begin with the Preference Close. What does preference mean? The American Heritage Dictionary says: “The right or chance to so choose." This means the potential customer has the right to choose you or another vendor or service. What have you done to make sure they choose you? Did you listen? Did you gather enough information to close? Did you probe? Did you listen to their needs, wants and desires? Did you have an agenda? Did you listen or were you unwilling to hear about their needs, because you thought you had the answers? Did you follow The Sales Cycle step by step ? Let’s assume that you followed The Sales Cycle, and they are ready to go forward. Now, it’s time to give the customer a Preference Close. Here are three simple examples to use in the Preference Close:
1. “Would you prefer to begin service right away, or do you want to start next
Monday or Tuesday?" If the response is positive, then close the sale.
2. “Would the company like our ‘top of the line’ computers, or do you believe they would prefer the ABC line of computers?" If the response is positive to your ‘top of the line’ computers… then ask the customer to buy today.
3. “Shall I set up your account on a Regular Net 10 plus 2% today, or would your accounting department prefer Net 30?" Whatever the response is, make a note of it on the contract agreement.
The next close is Ask For The Order Close. Let’s remember that as sales people, it is our responsibility to be fully prepared for the sales call. The key to sales has always been Point # 1 of The Sales Cycle, which is RAPPORT. If you have built great rapport with the potential customer, many times you will find that, Point # 5, Dealing with Objections, never really comes up in a significant way. By having built that rapport, you have earned the right to ask for the order.
Here are five easy statements to use:
1. “Shall I write up the agreement?"
2. “Is there anything that prevents us from beginning your service today?"
3. “May I start you out with our ‘top of the line’ computers?"
4. “May I hook up your networking system on Monday or Tuesday?"
5. “If I can secure the extra discount on the computers and the networking system, will you sign the agreement today?"
In the last article of The Sales Cycle, we will look at Follow-Up. This is the most important part of The Sales Cycle, because we need to remember that follow-up generates new leads most of the time. Buyers like to buy from sales people they like and trust.
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