English
ΕλληνικαClose the sale in 20 simple and easy ways. Develop the philosophy of transaction “closing.”
1. Decision-making process: “I can’t decide.”
Salesperson: I’m here to help you make a choice, no matter what that may be. Take advantage of my presence, but pay in mind that taking no decision is the worst choice you can make, out of the many possible choices laid out for us.
2. “Closing” waves: “I don’t know what to say.”
Salesperson: Why don’t we try some scenarios of working together? How about…? How about…? How about…?
3. Packages, not products. “I’m not interested in these products.”
Salesperson: And you have every right not to be. We’re here with a service package that we offer to you as a total solution. From this package, we can easily add or omit as many products as we want!
4. Propose immediate co-operation: “Well, no objection to that.”
Salesperson: It is more than obvious that we are going to work fine together. We can directly start by doing…If we can earn money today, why leave it for tomorrow?
5. Pulverize threat of risk: “Later…”
Salesperson: Hard times means hard decisions. Make sure that this decision will not harm your productivity or your profits.
6. “Consequence” sale: “Later…”
Salesperson: You cannot keep a patient healthy if you do not give them the medicine they need. The same is true for businesses. It is not healthy to cut out your supporting markets so as to try and survive during the crisis. If you do, you run the risk of not being strong and competitive when the crisis is over. Let’s work together, and we will to pass by this difficult period more easily.
7. Rebuttal of first negation: “No…”
Salesperson: Before you finalize your decision, I’d like you to also consider the following factors…(mention factors upon which salesman will receive second, final “no”, or something more positive)
8. Provision of win-win option: “How do I know that…”
Salesperson: I’ll tell you what. When we start working together, I wll personally come and speak with your people, making sure they understand.
9. Display of solutions and relationships: “The situation is…”
Salesperson: The situation demands solutions from our part! I’m here for you, bringing solutions and good rapport. Together, we can succeed in doing good business with trustworthy people. This is 100% possible, but we have to start immediately to make this potential come true.
10. Play on emotional balance: “What can I say?”
Salesperson: By not ordering today, there’s a danger you are weakening your position in the marketplace. Instead of gaining an edge, inaction might be making you weaker. Let’s act now, to ensure our future!
11. Prevention of postponing sales pitch: “Hmm…”
Salesperson: Cortez burned his ships so as to remove the option of going back: there is only one option: going forward. Just like him, we must also be visionaries, as I am proposing you today. Will you decide to move forward? When would you like to begin? If the answer to this question is “immediately,” then what kind of preparation could the two of us do today? Of course any kind of work done today would not be written in stone; it would just be the least we could do together at a preliminary level, to help us reach a conclusion later.
12. Client development: “You all say the same things…”
Salesperson: They all say the same things. But who are they? Those people who don’t want their clients to develop and prosper. Who is the developed client? The one who manages, with the help of his supplier, to increase his own sales to his own customers.
13. Over-service sale: “What happens in an emergency?”
Salesperson: In an emergency, over-service happens. This basically means that we stretch our resources and we make it happen. In our company, of course, the philosophy is to prevent a crisis in the first place. But if it does break out, we are ready and waiting for it.
14. Brain Penetration: “There is sense/logic in what you’re saying.”
Salesperson: Logic one part of the process – the other is emotion. If you feel that something is not right, it means that I have not covered you. This is possible – we are not perfect. But we are here and we can address whatever you are feeling, promoting new sales – both for you and for us.
15. Low profile: “I reject you.”
Salesperson: Every co-operation proposal is open to either a positive or negative answer. You are a forthright person and you have clearly stated what you’re looking for. Thank you for that. I believe that this information considering the subject of… will be of a great help to you. Based on this information, I believe we will have a different approach from your part in the near future.
16. Final push: “This is all good and well, but…”
Salesperson: …but the end result in everything we’ve discussed remains that…I won’t hide that this exact thing is the selling point that makes us our money on a daily basis.
17. Implementation of a time frame: “We will work together, but”
Salesperson: Please remind me of what you had in mind in terms of a delivery time frame. Hm, that’s fine. Now I see why you said we shall work together. If I take the order today, then the time frame requested is marginal in terms of delivery, but we can definitely do it.
18. Co-responsibility: “We’ll just leave it for a while.”
Salesperson: Or let’s leave it. Everything we discussed does not need to be implemented right away. By the way, how are you going to cope all this time? Will the situation remain as you described it? And if it can remain the same for five days, can it be so for fifteen, or forty-five?
19. Details: “Don’t worry.”
Salesperson: I have observed that many transactions are not successfully completed due to neglecting some details. So, let’s get down and make it real: where should we deliver? To your central headquarters or your branch office – and at what time?
20.Business Ethics – Rebuttal: “I’m decreasing my suppliers.”
Salesperson: Let’s also try to look at our actions in the depth of time. You and I have much more control over our own actions and much less control over other factors like, f.ex. the weather or anything like it. Let’s try to change what we can. If we all made profitable transactions, would not all of us be wealthier? Refusal and rejection are easy options.
