The Sales Process

Qualifying

Demonstrating

Closing

The Sales Bridge

Why Close?

Why We Don't CLose

When Should You Close?

Buyer's Signals

Verbally to You-

Verbally to Others

Objections

By Their Actions!

Help Them to Yes...

Trial Closes

Closing the Sale

• Believe they will buy
• Summarize the benefits
• Ask them to buy!

What Techniques are you using?

Do you consciously attempt to close?

Do You Always Ask the buyer to buy?

Never-the-best-time Technique

Summary Close Technique

Yes- Set Close Technique

Alternative Close Technique

Assumptive Close Technique

Ben Franklin Close Technique

Narrative Closing Technique

Impending Event Technique

Objections

To slow things down

To Gain Control

They don't understand

They have a valid objection

Handling Objections

Pause

Acknowledge

Question

Isolate and Circle back

Answer it

Counter-Balance Techniques

Sell the Difference on Price Objections

Convert Negatives to Positives

Now Go out and