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    This document provides summaries of different closing techniques for sales negotiations: 1) The Believer's Close involves convincing the buyer by truly believing in the product yourself and having strong conviction that overcomes any doubts. 2) The Ownership Close uses honesty to address fears and build loyalty, with the salesperson emotionally and financially committing to help handle objections. 3) The Get 'Em Smiling Close emphasizes that people buy the likable salesperson first, so a friendly smile can positively influence the purchase.

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    Closing Techniques

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    This document provides summaries of different closing techniques for sales negotiations: 1) The Believer's Close involves convincing the buyer by truly believing in the product yourself and having strong conviction that overcomes any doubts. 2) The Ownership Close uses honesty to address fears and build loyalty, with the salesperson emotionally and financially committing to help handle objections. 3) The Get 'Em Smiling Close emphasizes that people buy the likable salesperson first, so a friendly smile can positively influence the purchase.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
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    21 views20 pages

    Negotiation & Salesmanship in Business Assignment: Closing Techniques

    Uploaded by

    mahender_pilania
    This document provides summaries of different closing techniques for sales negotiations: 1) The Believer's Close involves convincing the buyer by truly believing in the product yourself and having strong conviction that overcomes any doubts. 2) The Ownership Close uses honesty to address fears and build loyalty, with the salesperson emotionally and financially committing to help handle objections. 3) The Get 'Em Smiling Close emphasizes that people buy the likable salesperson first, so a friendly smile can positively influence the purchase.

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    of 20

    NEGOTIATION & SALESMANSHIP IN

    BUSINESS ASSIGNMENT
    CLOSING TECHNIQUES

    Sneh Sagrika (B30)


    Srishti Banerjee (B31)
    Yuvraj Singh (B34)
    Kundan Yadav (E14)
    Mahender Singh (E16)
    BELIEVER’S CLOSE
    • Selling : A transference of feeling
    • Strong belief permeates through to the buyer’s side
    • If you want to be convincing, you have got to be
    convinced yourself first.
    • When you believe whole heartedly in your product, you
    are able to overcome the doubts of the prospect more
    effectively
    • Strong sense of belief
    • We cannot understand why the prospect won’t buy the product.
    • Prospects trust the conviction of the salesman
    BELIEVER’S CLOSE:

    VOLKSWAGEN POLO
    OWNERSHIP CLOSE
    • Critical step in selling: Honesty
    • Our product is the best buy
    • Most effective tool to calm the fear of the prospect & get the sale
    • Brings in customer loyalty
    • Salesman makes – Emotional & financial commitment
    • Are able to handle the “Can’t afford it” objection with
    considerable conviction
    • Feel genuinely that the prospect would “lose” if he gives
    up his chance of “owning” the product
    • No one “trusts” salesmen who do not believe in the
    product & company ideals
    OWNERSHIP CLOSE:

    ORGANIC INDIA TULSI GREEN TEA


    GET ‘EM SMILING CLOSE
    • People buy the salesman before they buy the
    product/ideas that he is selling

    • Friendly smile/laugh – Indicates positive purchase


    sentiment
    GET ‘EM SMILING CLOSE:

    BAGGIT BAG
    THE “EMPATHY” CLOSE
    • Big ‘E’ Versus Small ‘s’: BUSINESS

    • Sympathy : Costs you and the prospect


    Empathy : Pays you and the prospect

    • Logic makes people think, but it is emotion that makes


    then act.

    • Objective solution search

    • Don’t confuse your situation with the prospect


    THE “EMPATHY” CLOSE:

    MICROWAVE
    PHYSICAL ACTION CLOSE
    • Can demonstrate with body language - handle all
    objections in the presentation/early negotiating phase

    • Prospect’s reason to not buy can be used as a reason he


    should buy
    PHYSICAL ACTION CLOSE:

    SMOKE & FIRE DETECTOR


    “CAN’T AFFORD IT” CLOSE
    • Can use the prospect’s reason for not buying as a reason
    he ought to buy - Show him/her through reasoning

    • Move to prospect’s side of the table :


    • Identify the problem
    • Get involved in the solution
    “CAN’T AFFORD IT” CLOSE:

    TYRE REPLACEMENT
    THANK YOU 

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