The Art of Closing

Naushad Hasan

Agenda

1. The characteristics of top salespeople

2. The psychology of closing

3. How to recognize buying signals

4. Closing techniques

The characteristics of top salespeople

Is aggressive Is a winner Is personable Can prioritize Knows when to call for help

Is product smart Is a good listener

“Winners are solution oriented. They are always looking for ways to solve problems and deal with challenges they face each day.” ~ Brian Tracey

The characteristics of top salespeople, Cont..

Is empathetic Takes direction well Works the system Is a team player Is a good presenter Treats the customer # 1

Never quits

“If you are not continually learning and upgrading your skills, someone else is, and when you meet that person, you will lose”

~ Reed Buckley

The characteristics of top salespeople, Cont..

Closes the deal Has time management skills

Is money motivated Has a good image / appearance

IS P E R S I S T E N T “When you get into this business, you will make a living. But when the business gets into you, you will make a great life.” ~ Brian Tracey

The psychology of closing

Requirement # 1 Positivity, enthusiasm, and eagerness to close the sale

The psychology of closing

Requirement # 2 Understanding prospects requirements

The psychology of closing

Requirement # 3Proposing the right solution meeting prospect’s needs.

The psychology of closing

Requirement # 4Winning the “T” factor

The psychology of closing

Requirement # 5 WIFM

The psychology of closing

Requirement # 6 Connecting the dots between You & Customers

A few buying signals

Rapid Talking Sudden Friendliness Chin Rubbing Question about price, terms, or delivery

Change in attitude, poster, or voice “If you are talking with a

prospect and he begins rubbing his chin and thinking, stop talking immediately. Your customer has now gone inward and is no longer listening to you.”

~ Brain Tracey

Closing Technique: The Ascending Close This technique involves a series of questions, each of which leads to the next, with all questions requiring a “yes” answer.

It’s also called ‘The part-by-part’ close or the ‘automatic’ close.

“When you come to the close, you must know exactly what you’re going to do and then just switch into the close exactly as you would shift gears in your car as you drove down the street.”

~ Brian Tracey

Closing technique: Ben Franklyn Close

This technique involves comparisons of pros and cons of the decision. By analyzing the reasons for buying and compare them against the reasons for not buying.

“The operative assumption is that someone, somewhere, has a better idea; and the operative compulsion is that to find out who has that better idea, learn it, and put it into action fast.”

~ Jack Welch

Closing technique: The relevant story close

This technique involves telling a story matches the situation to close the sale.

“All buying decisions are made by the right brain, so this is what you must appeal to.”

~ Brian Tracey

“The best news is that all sales skill, including closing, are learned and learnable. If you can drive a car, you can learn how to close the sale.”

~ Brian Tracey

A path to success…