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

The average salesperson attempts to close a sale only to be successful, salespeople must develop their closing skills so that they have a variety of closing techniques at their fingertip

Overview

Module Twenty-Five SEVEN KEY CLOSING TECHNIQUES and DEVELOPING REFERRALS

Closing the sale-asking for action-is an important skill that needs

continual development The average salesperson attempts to close a sale only

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:

© 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

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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?

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

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(5) The _ _ _ _ _ _ _ _ _ _ Close

You can use the Puppy Dog Close whenever

you can give a pers.on an opportunity to try

your product

(6) The _ _ _ _ _ _ _ _ _ _ Close

The Ben Franklin Close encourages the

prospect to look at the pros and the cons

It is also called the "T Close"

+

(7) The _ _ _ _ _ _ _ _ _ _ Close

- This close uses the process of incremental

commitment

3 There are several variations of these closes, but the

most important of all is _ _ _ _ _ _ _ _ _ _ _

This is called the " _ _ _ _ _ _ _ _ _ _ _ _ "

Method

Progress always involves risk;

you can't steal second base and keep your foot on first

Frederich Wilcox

© 1994 by Brian Tracy All rights reserved

Notes

The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy

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Module Twenty-Five

APPLICA TION EXERCISES

Your sales will increase 40% just by ASKING for a buying decision at

the end of your sales presentation

Below, choose five ways that you can close a sale for your product or service and then write them out word for word

1 Invitational Close:

2 Assumption Close:

3 Alternative Close:

4 Secondary Close:

© 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

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5 Puppy Dog Close (free sample, test, demonstration):

6 Ben Franklin Close (list all reasons in favor):

7 Relevant Story Close:

8 Asking for referrals:

Action Commitment

The one specific action that I will take as a result of what I have learned in this seSSIOn IS:

© 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

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Module Twenty-Five

PUTTING OUR CLOSING TECHNIQUES TO USE

In this module, we were introduced to seven key closing techniques Memorizing the techniques word for word is one thing, but using them

smoothly is quite another It takes practice The purpose of this activity is to give you some practice in using these various closes in a relaxed atmosphere rather than having you try them on for size for the first time with a prospect For this role play activity, your group will be divided into pairs The role play will be conducted twice For one round you will have the opportunity to play the part of a prospect and for the other round, you will have the

opportunity to play yourself as a salesperson The directions for the activity are below:

As the salesperson:

1 Select three of the seven closing techniques that you would like to try

2 Select a product or service to "sell" to your partner, the prospect

3 You will have five minutes to make the sale In doing so, you must give a very brief, abbreviated sales presentation so your partner will know what you're selling, and then you must attempt to close the sale using the three techniques you have selected

As the prospect:

1 Listen to your partner's sales presentation Be attentive and

interested

2 Do not buy with the first or second closing

3 If your partner has done a good job and you're truly interested by the third closing technique, then agree to buy

4 Be prepared to give your partner some feedback on his/her

performance With the basic understanding that there was very little time to prepare:

Were the closing techniques used appropriately?

How did you feel as the prospect?

What can you suggest to your partner that could improve his/her techniques?

© 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

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SELF -STUDY IRE VIEW

1 When should an Invitational Close be used?

Give an example:

2 What's an Assumption Close?

Give an example:

3 What's an Alternative Close?

Give an example:

4 What's a Secondary Close?

© 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

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Module Twenty-Five

Give an example:

5 What's the Puppy Dog Close?

6 What's the Ben Franklin Close?

How is it done:

7 What's the Order Sheet Close?

How is it done?

© 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

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