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CHAPTER14AdaptingtheCloseandConfirmingthePartnership1
LearningObjectivesDescribetheproperattitudetodisplaytowardclosingthesaleListanddiscussselectedguidelinesforclosingthesaleExplainhowtorecognizeclosingcluesDiscussselectedmethodsofclosingthesaleExplainwhattodowhenthebuyersaysyesandwhattodowhenthebuyersaysno2
Six-StepPresentationPlanApproach(Chapter10)Presentation(Chapter11)Demonstration(Chapter12)Negotiation(Chapter13)CloseServicingtheSale?3
Six-StepPresentationPlanFIGURE14.14
AdaptingtheClose:
AttitudethatAddsValueUseadaptiveclosingquestionstoconfirmthesaleandalong-termrelationshipContinuallyaddingvaluethroughoutthepresentationmakesclosingeasierClosingshouldnotbeviewedasastrategytowinatthecustomer’sexpense 5
AdaptingtheClose:
AttitudethatAddsValueSomeclosingmethodsmovecustomerfromindecisiontocommitmentAskingfortheorderislessdifficultifthesalespersonisstrategicallypreparedfortheclose 6
PLUSV7isionClosingthesaleiseasierifyoureviewthevaluepropositioneffectivelyfromtheprospectspointofview.Seethe
Website7
FIGURE14.2StrategicPlanning8
ReviewtheValuePropositionHaveyoueffectivelysummarizedthemixofkeybenefits?Willyourproposalprovideasolutiontothecustomer’sproblem?Isyourproposalstrongenoughtowinoveracustomerwhoisexperiencingbuyinganxieties?9
BuyerAnxietiesReluctancecanbedueto:LossofoptionsFearofmakingamistakeSocialorpeerpressuresNotedauthorGeneBedellremindsusthatbuyingoftencausesemotionalstress.10
GuidelinesforClosingSalesFocusondominantbuyingmotivesLongersellingcyclesrequiremultiplecommitmentsNegotiatetoughpointsbeforecloseAvoidsurprisesatcloseDisplayself-confidenceatcloseAskforordermorethanonceRecognizeclosingclues11
ClosingCluesVerbalcluesQuestionsRecognitionsRequirementsNo
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