Technique
In the ‘Artisan Close’, the sales person emphasizes the art, skill and ability that has gone into the creation of the product or service that is being sold.
Examples
This Kitchen Mixer has been designed by skilled engineers and designers who have literally thousands of hours of study behind them.
It may seem like a simple adjustment, but [...]
Technique
Close out any objections they have about price by making sure they can afford it.
Find how much they can afford. Then show that you have a finance plan that fits their capability to pay.
Bring in other factors to reframe the real price, such as lifetime costs.
Show the price of not buying – for example the cost of [...]
One of the nice things about selling promotional products is that many of your customers may be small businesses; that could mean that you end up selling to a “couple” or business partners on a number of occasions. This presents a great closing opportunity: The Companion close. By creating an ally on the other side of [...]
Technique
Use a happy customer to convince the other person.
Show them letters from happy customers. Have the letters on the wall.
If you are using the name of the happy customer, make sure they agree to you doing this. Otherwise you will have to use an anonymous reference, such as ’satisfied customer from Birmingham’ or ‘major airline’.
Persuade [...]
From time to time in the course of making a sale, you come across an objection that the product you’re offering is not what the client is looking for. When this happens you need to change course quickly and adapt to what they want to buy, from what you want to sell.
Technique
The alternative close works [...]
End Buyer:
Amigos Caliente, Specialty tobasco product
Goal of the event/promotion:
Enhance new product launch
Type of event/promotion:
Live event at local food fair.
Strategy:
Wanted an attention grabbing promotion that directly tied into the experience of the new tobasco sauce. They wanted to create a buzz and experience people will not forget even after they leave the fair.
Product Solution:
Cinnamint breath spray.
Results:
People loved the “hotness” [...]
As part of our ongoing series of sales case studies; today we present:
Industry:
Energy Industry
End Buyer:
CHEVRON, Refineries
Goal of the event/promotion:
Promote Safety and Wellness
Type of event/promotion:
On-going promotion within organization
Strategy:
Wanted a practical product that directly tied into safety & wellness program. The product must be used and seen as an important part of Chevron’s initiative to protect their employees on [...]
Finding the right closing technique can be difficult; sizing up your opponent (read client) in the war of words that is sales can give you an advantage over getting past objections and getting to Yes. Lead them down the path the you want and eventually it will become their path.
The difficulty of tactical maneuvering consists [...]