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 [...]
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 [...]
One of the most important stages of selling is closing the deal, which is the actions taken by the sales person to gain agreement to the sale. There are many closing techniques in sales, which are prescribed actions that sales people take to persuade the customer to make the necessary commitment.
Technique
Offer them something attractive, then retract [...]
If you find yourself in a long winded pitch, it may be necessary to summarize your bullet points to your client. Try the 1-2-3 close to remind them in nice short terms why they should buy from you now.
Technique
Summarize in sets of three items. We will give you this, that and the other.
This may be [...]
Have you ever wondered how you could create that need and be ready to fill it for your customers? The “empty-offer” close takes care of that, make the need apparent by illustrating that without your product they are unable to respond to a completely different need.
Technique
Make them a very kind offer that they cannot take [...]
Getting to “Yes” can’t always be about dropping your price. From time to time, you need to remind your customers that they “get what they pay for….” Take the price objection as an opportunity to remind your clients that your quality makes the lowest price difficult to achieve, but the value built into your [...]