Contact Us
Wednesday, 8th July 2020

Training Materials & Courseware Resource

Login Form

No need to sign up if you have Facebook!

Facebook Login

                    ECABO

                   Accredited training provider

               quality  Certified Courseware

                    payment-method

Instant download training package

Handling-Sales-Objections-and-closing-the-sale-training-course-material  
Handling Sales Objections and Closing the Sale
for only
Price: $99.95  $79.95

click for more details

que

Why buy our training course material packages

investw

Great value for a small investment

custow

100% customizable

customizw

Standalone modules can easily be added to enliven your training material

ideaw

Get new ideas for activities, exercises and games

 

Fun, competitive review game to end on a high note!

downloadw

Download and get it immediately

Click to read more....

Retail excelllence series training package   collection
Now get the complete
3 complete professional retail sales and service training programs
for only

PRICE: $ 539.85 $ 349.95

My self assessment results

QUIZ NAMEPOINTS

myresultsLog in or join for free to see your latest self assessment results

call-toll-free-last

There are some great tried-and-true closing techniques that have been around for years. And if you’ve done a really good job of needs development, then closing comes very easily without using tricks.

Closing is really very simple and natural. The secret to success is in making sure that the sale is always advancing toward a commitment to proceed further. First use operational and probing questions to uncover difficulties and dissatisfactions and start to build your product as a solution. Then use effect questions to make the problems more important to the client, and finally, use nail-down questions so that client interest is focused on the value of the solution.

One of the most important stages of selling is closing because it is about the actions you take to gain agreement of the sale. There are many closing techniques in sales, which are prescribed actions that salespeople take to persuade the customer to make the necessary commitment. Here are some oldies and goodies:

• Affordable Close. Ensure people can afford what you are selling: “We’ve talked about the cost-benefit ratio, so let’s go ahead with the paperwork..”

• 1-2-3 Close. Close with the principle of three: “It comes in green, red, or black; which one would you like?”

• Alternative Close. Offer a limited set of choices:
“Would you like the stand-alone model or the built-in system?”

• Assumptive Close. Act as if the client is ready to decide: “I take it we can go ahead now?”

• Balance-Sheet Close. Add up the pros and the cons:
“We’ve weighed the pros and cons, and this will definitely improve your bottom line—when do you want it installed?”

• Best-Time Close. Emphasize that now is the best time to buy: “This is an excellent time to use this system, so let’s get started with the paperwork.”

• Bonus Close. Offer an incentive to clinch the deal:
“And if you purchase today, you also get the additional guarantee; here are the forms.”

• Middle Close. Make three offers—with the target in the middle: “We’ve got three choices—the larger one is most likely too much for your needs, and the smaller one doesn’t give you everything you asked for; the middle one, however, is exactly the right solution, so let’s go ahead with the paperwork.”

• Calendar Close. Put it in the diary: “Okay we can get this installed early next week.”

• Companion Close. Sell to the person with the client:
“I know you’ve been paying close attention to the conversation; if you agree this is the right solution we can get the paperwork started today.”

• Compliment Close. Flatter the client into submission:
“I like the way you think and this seems the best solution for your needs; let’s get the paperwork handled.”

• Concession Close. Give the client a concession in exchange for the close: “I really think this will work best for you, and we can reduce the delivery cost by 20 percent by putting the order in today.”

• Conditional Close. Link closure to resolving objections: “It looks like we resolved all the issues you talked about; shall we get the paperwork handled now?”

• Demonstration Close. Show the client the goods: “I’d like to show you how this works and then if you like it, we can go ahead with the agreement.”

• Economic Close. Help the client pay less for your product or service: “I think if we put this order through today, we can still get the discounted rate.”

• Emotion Close. Trigger identified emotions: “Sounds like this is something that will really help everyone feel more secure. Let’s go ahead with the paperwork.”

• Golden Bridge Close. Make the only option attractive: “Everyone who has this system agrees with your analysis; it’s the best on the market. All we have to do is complete this form.”

• Humor Close. Relax the client with humor: “I think you’ve come up with more benefits for the product than I have. Shall we go ahead and complete the paperwork?”

• Hurry Close. Go fast to stop the client from thinking too much: “Looks like we’ve covered everything you need; all we have to do now is decide on delivery dates.”

• No-Hassle Close. Make it as easy as possible: “We’ve done the hard part—making the decision; now all we have to do is complete the paperwork.”

• Now-or-Never Close. Hurry things up: “We only have a few more in stock, so let’s get the paperwork started.”

• Ownership Close. Act as if the client owns what you are selling: “When you take delivery, you’ll wonder how you survived without it.”

• Quality Close. Sell on quality, not on price:
“Everyone who has purchased this system says it’s the very best on the market.”

• Repetition Close. Repeat a closing action several times: “To summarize, you’ve agreed on the style, the size, and the color, so let’s handle the paperwork.”

• Retrial Close. Go back to square one: “I know you said you’re first objective was productivity and we agreed it will increase by up to 250 percent with this product, so let’s set some key installation dates.”

• Selective-Deafness Close. Respond only to what youwant to hear: “From what I hear you saying, you want this delivered as soon as possible; how does next week sound?”

• Standing-Room-Only Close. Show how others are queuing up to buy: “It’s been a real winner so let’s get you on the delivery schedule as soon as possible.”

• Summary Close. Describe all the extras the client is going to receive: “With this you will also receive guarantees, warranties, and free installation; here’s the agreement we need to complete.”

• Testimonial Close. Use a happy customer to convince the new customer: “You can talk to anyone in the industry and they’ll tell you it’s amazing. The only question left is deciding on a delivery date.”

• Trial Close. See if the client is ready for a close:. “If we can guarantee all the figures we discussed, are you ready to go ahead today?”

• Ultimatum Close. Show negative consequences of not buying: “I’d hate to see you miss this opportunity; shall we just get the agreement covered?”

• Yes-Set Close. Get the client saying “yes” and the client will keep saying “yes”: “I know you said yes to the benefits and yes to the solution; all we need now is a yes on the terms.”


As you can see, the list of closing techniques is almost endless, and all it really takes is for you to ask for the order. Go into the call expecting to close on something. Commit the client to do something, to take some action. There’s a saying that you sell on the tangibles and you close on the intangibles.
In other words, when it comes to the close, if you have helped the customers feel they can trust you, if you have asked the right questions, then the only way to go is to buy your product.

So use the oldies and goodies in terms of closing techniques and then remember that when you sell from your heart, you are not really closing the sale, you also are opening an amazing solution for your client.


With special thanks to Jeff & Val Gee the authors of the OPEN Question Selling book published by McGraw Hill 


Related articles

Defining Lateral thinking,parallel thinking , creativity and innovation

What is Lateral Thinking ?The term Lateral Thinking was invented by Dr. Edward de Bono in 1967 and is defined by the Oxford English Dictionary as “ a way of thinking which seeks the solution to ...

2012-02-26 13:40:35

Creativity, Problem solving , Decision making & Lateral Thinking

Defining Lateral thinking / Parallel thinking / Creativity & innovationClearing out the confusion, this article clearly explains the differences between parellel, lateral thinking as well as ...

2013-02-10 13:55:27

8 Blocks to Creative Thinking

Beware of the following 8 blocks , these are the main stumbling blocks that hold us back from getting in touch with our innate creativity. Remember! we are all creative. but in addition to the ...

2012-02-26 12:26:32

Force Field Analysis

 A Decision Making tool  Force-Field Analysis is a tool for studying a situation that you want to change. The method was first described by Kurt Lewin and is based on the observations ...

2012-02-27 19:57:55

De Bono's 6 thinking hats

Dr Edward de Bono studied medicine at Christ Church, Oxford, where he gained an honours degree in psychology and physiology. He also holds a PhD from Cambridge and has held appointments at the ...

2012-02-26 08:23:00

SCAMMPERR - As a creativity tool

Michael Michalko is a creativity expert who leads creative-thinking workshops, seminars and sessions for clients around the world. After leaving military service, he applied the creative-thinking ...

2012-02-26 18:55:35

Brainstorming Ground rules

For a brainstorming session to be successful, some ground rules should be set and followed by the group, when we say ground rules here we do not mean putting any restrictions on the solutions the ...

2012-02-26 10:54:18

Fishbone / Cause & Effect Diagrams

This is a simple yet powerful method of visually recording possible causes and relating effect. These help detailed investigation of processes responsible for quality problems.They provide a ...

2012-02-27 18:08:10

all courseware packages

No need to sign up if you have Facebook!

Facebook Login

Call us on our toll free

Sales excelllence series training package
Now get the complete
3 complete professional sales training programs
for only 

PRICE: $539.85 $349.95

How it works?

 

Choose your training package

 

Add to shopping cart

 

Pay using any major debit or credit card or using paypal

 

You will be taken to a download page to instantly download your purchase (You will also receive your download links by email)

 

Unzip the file/s and get all your documents in MS office format



training materials questions

pp ads

Call Center excelllence series training package    
Now get the complete
4 complete professional Call Center training programs
for only  

PRICE:  $719.85 $449.95

Training Articles

04 Feb

9 Closing Techniques

The purpose of this page is to look at nine ways of closing the sale. Any examples that ...

Read details
05 Nov

Using Internal Vs External ...

Using Internal Vs External Trainers It is difficult to generalise about how it is ...

Read details
10 Feb

Business Ethics & Etiquette

Proper Business introductionsThe initial introduction phase of any business relationship ...

Read details

Get all available programs and save !! 

For only $2995.95

 allcourses   +  all mini courses
30 Full Courses   6 Mini Courses 

 GET IT ALL NOW!

Most Popular Articles

04 Feb

9 Closing Techniques

The purpose of this page is to look at nine ways of closing the sale. Any examples that ...

Read details
05 Nov

Using Internal Vs External ...

Using Internal Vs External Trainers It is difficult to generalise about how it is ...

Read details
10 Feb

Business Ethics & Etiquette

Proper Business introductionsThe initial introduction phase of any business relationship ...

Read details
   communication-negotiation-presentation-conflict-resolution skills
Now get the complete
4 complete training packages for one low price
 
for only

PRICE: $719.95 $449.95

Testimonials

The workshop is very well constructed, in a logical sequence and the content encompasses all the latest ideas and research.Ultimately a fantastic workshop to either deliver or participate in.                                                                    

Nige O'Shea FIMI, Professional Inspirations Ltd. UK

TrainingCourseMaterial.com's programs provide comprehensive information in a visually interesting format. Participants benefit from interactive activities that reinforce the content and making learning fun.

Jeanne Parks, Trainer & Business consultant, San Francisco, USA

TrainingCourseMaterial.com have worked hard to create a totally tailored training solution for Mobile Telephony retail managers and sales teams. By creating high impact visuals and with varied and intelligent use of ...

Craig Hines, innov8 Performance Limited, UK

I have purchased the 3 training programmes of the Complete Communications Excellence Series. I consider that the GBP 99 cost represents excellent value for money and the materials are of a high quality...

Alan Lloyd, Team Leader,EU Support to Civil Society Project

Contact Information

  • 12728 Mustang Rd Houston
    Texas USA 77057
  • (800) 561-9405

 TRAINING COURSE MATERIALS

 Full courses (1-2 day courses)

  Administrative Assistant Skills

  Anger Management

  Building High Performing Teams

  Business Etiquette

  Call Control

  Change Matters

  Coaching People For Better Performance

  Communicating with Clarity & Impact

  Conflict Resolution

  Creative Problem Solving & Decision Making

  Emotional Intelligence

  Find a way to say YES!

  Front Line Retail Selling Skills

  Handling angry and difficult callers

  Lead, Motivate & Inspire

  Marketing Essentials

  Managing People

  Negotiating for Results

 New college instructor orientation

  Passionate Retail Experts

  Pathways to service excellence

  Presenting With Impact

  Professional Selling Skills

  Retail Sales Planning & Forecasting

  Sales Management

  Sales Territory Planning & Routing

  Setting Others For Success

  Successful Telephone Debt Collection

  Time Management

  Train The Trainer

  Vision, Energy & Passion to Serve

  Workplace Diversity & Inclusion Training

 Mini courses (half day modules)

  Professional Business Writing

  Communication Skills

  Motivating People

  Professional Sales Questioning

  Sales Forecasting

  Ten Best Practice Customer Service Techniques

 

 

 Complete Packages

  Retail excellence series®

  Customer Service excellence series®

  Communication excellence series®

  Sales excellence series®

  Call Center excellence series®

  The Presenter-Trainer Package

 

 

  Get All Packages

(Get all available programs for one low price)