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PROPOSE, CONFIRM & CLOSE

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					Time and Energy Training                             www.timeandenergy.com.au


ARTICLE BY JOHN HIGHMAN
PROFESSIONAL SPEAKER



PROPOSE, CONFIRM & CLOSE

•      Prepare your sales proposal by drawing up a clear, concise statement that
       fixes your prospect's attention on specific selling points. These points are the
       particular benefits and advantages of your product for satisfying the
       customer's needs and objectives.


•      Think through the proposal to be sure that you state it in precise terms. A
       strong proposal statement should capture your prospect's interest and
       stimulate his or her willingness to listen to you and evaluate the product.


•      Make sure that statements are no longer than two or three sentences and
       focus directly on how the product can solve specific problems or fill needs.
       For example: By using your SPELWEL software package for secretaries you
       can improve the accuracy of your printed materials by 95 percent. It includes
       a comprehensive dictionary and file for keying in proper names and
       trademarks so that or products can be virtually error free. This package
       saves proofreading time, and prevents costly mistakes.


•      Explain how the product will work by presenting it, and when appropriate
       demonstrating it. Describe the details and benefits in terms of the prospect's
       particular needs. Cover all critical points, anticipate questions, and prepare
       answers.
Time and Energy Training                              www.timeandenergy.com.au


•       Ask prompting questions such as "Do you see how this would be valuable to
        both your accounting and marketing departments?" And listen carefully to
        the prospect's answers; they often indicate concerns and points of
        agreement. This will give you direction on how to pursue the sale.


•       Summarise your proposal. Recap the features and benefits, showing how
        the product will improve the prospect's problems. Concentrate on your main
        sales theme and points. Don't confuse the situation by trying to introduce
        new concepts or ideas.


•       Satisfy any doubts by citing examples of good results achieved by your other
        clients. Give the prospect reports and testimonials to back up your
        assurances.


•       Confirm and close the sale by asking the prospect to agree to some form of
        sales-related action, the next step toward buying or making an order. Here
        are some techniques for closing a sale:


assume acceptance - Ask questions implying that your prospect intends to accept
the proposal. If you receive a positive response, consider it tactic acceptance and
take action. For example: I'm glad that you've enjoyed this presentation and seem
pleased with our package. We could begin planning instalment in time to meet your
next deadline. If you'd like to call in your General Manager for a discussion of
particulars, I'd be happy to offer you a more specific proposal.


offer a choice - Skilfully present a choice between two options that do not directly
ask for an acceptance of the proposal. But the choice of one over the other indicates
a degree of acceptance. For example: Would you like to pay for this on a quarterly
basis or would the annual plan be more convenient?"


ask for a commitment - if the prospect is not responding to subtle questions, ask
directly for the order. For example: we've covered all points and everything seems
favourable. Would you like to give me a deposit so I can begin ordering your
materials?
Time and Energy Training                             www.timeandenergy.com.au



•      If the client accepts the proposal, prepare a final statement confirming the
       sales terms you've agreed upon. Include information specifying the pricing
       structure, warranty and purchase policies, and delivery schedules.


This is another free article from the training programs of:
John Highman
Professional Speaker and Trainer
Australia, New Zealand, and UK.
http://www.timeandenergy.com.au
info@timeandenergy.com.au

				
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