OVERVIEW

Planning for the "Close" is Key to Presentation Success

1. Many salespeople are afraid to close.

2. Knowing the methods of closing will abate this fear.

3. Plan to close by preparing the Strategic Sales Planning Form:

4. Know the Methods of Closing (See " Techniques/Methods for Closing the Sale ")

Preparation Before Meeting With the Customer

To prepare, the salesperson will complete the form for all anticipated resistance. There are three parts:

1. What Verbal or Nonverbal "Closing" or "Buying" clues might the salesperson see in the customer?

2. Given the "Buying" clue, what method of closing might the salesperson use?

2. What potential verbal response to the chosen "method" would exemplify the chosen closing method in # 2 above (See Techniques/Methods to Close the Sale)

HOMEWORK: Complete the following form

IVa - STRATEGIC SALES PLANNING FORM:

OBSERVED "BUYING" CLUES

PREPARING A POTENTIAL RESPONSE

VERBAL/NON-VERBAL CLUES	METHOD OF CLOSING	WHAT WILL THE SALESPERSON SAY (See Technques/Methods to Close the Sale)?
Agreement with each benefit (all that the salesperson has presented in "Need/Benefit Statements"	Summary of the benefits and direct appeal close	"Let me summarize and briefly review what we have talked about..." "May I get your signiture on this letter of agreement?"
Agreement after an objection to price, time, or source.	Assumption
While in the middle of the formal presentation (before all "Need/Benefit Statements" are finished, appears enthusiastic and impatient to get on with things	Trial close and assumption
Agreement with all benefits but will not or can not go over budget.	Special Concession
Agreement with all benefits but one. For example will not agree to "close" the sale today.	Negotiate the single problem