Steps in Developing the Relationship
Earn Commitment
Handle Objections
Presentation
Select Presentation
Determine Needs
Approach
Chapter Outline
How much emphasis should be placed on closing
the sale?
Why is obtaining commitment important?
When is the best time to obtain commitment?
What methods of securing commitment are
appropriate for developing partnerships?
What should a salesperson do when the
prospect says yes? When the prospect
says no?
Gaining Commitment
What does “Closing” mean to you?
Are there different outcomes that still represent a
successful “close”?
Is the old adage “Close early and often,” really a
good idea?
What is the tackiest closing trick you have ever
heard?
Various Sales Outcomes
Rejection
Continuation
Advance
Sale
Relationship
Examples of Commitments
Salespeople May Attempt to Obtain
To have the prospect agree to come to the local branch
sometime during the next two weeks for a hands-on
demonstration of the copier.
To have the buyer agree to pass my information along to
the buying committee with her/his endorsement of my
proposal.
To set up another appointment for one week from now,
at which time the buyer will allow me to do a complete
survey of his/her printing needs.
To have the prospect sign an order for 100 pair of
Levi’s jeans.
To schedule a co-op newspaper advertising program to
be implemented in the next month.
When is the right time to seek commitment?
There is no one right time, but
Watch for verbal indicators
Prospect agrees to value of benefit
Watch for nonverbal indicators
Reexamining product
When is the right time to seek commitment?
“Green Light” statements include:
I like that size.
“Red Light” statements include:
I’m not sure that will work.
Techniques to Ruin Relationships
Risky Closing Methods
Continuous “Yes”
Assumptive Close
Standing Room Only/Last
Chance
Benefit in Reserve
Emotional Pleas
Techniques to Earn Commitment
Legitimate Closing Methods
Trial Commitments
Ask for the Order/Direct Commitment
Legitimate Choice/Alternative Choice
Summary Close/Summary Commitment
T-Account or Balance Sheet Commitment
Success Story Commitment
What do you do if the buyer says yes?
Don’t look surprised or shocked!
Don’t rush into the wrap-up
Go over information the customer will need to
fully enjoy the benefits of the product.
Get the endorsement on the agreement.
Show appreciation. If it was the first order, or a
large one, send a thank you letter.
Follow up. Make sure the order was delivered,
and that the customer understands how to use
the product.
What do you do if the buyer says no?
Does “no” mean “no”?
Don’t take it personally
Thank them for their time
Leave additional information
Offer to contact them later
Follow-up
Assess what went wrong
How would you Close the following
situation?
You are trying to get a group of your friends to go
on a skiing trip during the Christmas break. You
have been working them for the last couple of
days
General agreement that you need a break, but no
one seems real motivated to go skiing
Make any assumptions necessary