tailieunhanh - Module Twenty-Five SEVEN KEY CLOSING TECHNIQUES and DEVELOPING REFERRALS

A Gallup study of over 250,000 sales people and 25,000 sales managers supports our internal findings that the highest performers use a variety of sales approaches and styles. Even within the same company, many different sales approaches are used by these top performers. In fact, if all the top performers were forced to use a single sales style, many of them would cease to be top producers, would get frustrated and quit. Gallup’s conclusion: No one style is best. Gallup’s study supports our consistent findings: The bank must be flexible enough to allow people to. | Module Twenty-Five Module Twenty-Five SEVEN KEY CLOSING TECHNIQUES and DEVELOPING REFERRALS Overview Closing the sale asking for action is an important skill that needs continual development. The average salesperson attempts to close a sale only once yet in fact 80 of sales are closed after five closing attempts In order to be successful salespeople must develop their closing skills so that they have a variety of closing techniques at their fingertips. The purpose of this module is to develop your skills in closing a sale by instructing you in the use of seven excellent closing techniques. Objectives After completing this session you will be able to e Explain each of the seven closing techniques. Give an example of how to use each one. 1994 by Brian Tracy. All rights reserved. The contents or parts thereof may not be reproduced in any form for any purpose without the written permission of Brian Tracy. 213 Module Twenty-Five Module Twenty-Five SEVEN KEY CLOSING TECHNIQUES Listening Guide A question to keep in mind 1. What techniques can you use to close your sales more easily Notes Key Points 1. The average sale is closed after the time you have asked for the order. 2. The Key Closing Techniques are 1 The Close - Why don t you give it a 2 The Close - This assumes that the person has said yes and goes on to wrap up the details. 3 The Close - The Alternative Close forces the prospect to tell you where you are by offering a choice between something and nothing. - Remember the__ Principle Show the most expensive item first. 4 The Close - It is also called a Close where you close on a minor point. 1994 by Brian Tracy. All rights reserved. The contents or parts thereof may not be reproduced in any form for any purpose without the written permission of Brian Tracy. Module Twenty-Five Notes 5 The Close - You can use the Puppy Dog Close whenever you can give a person an opportunity to try your product. 6 The Close - The Ben .