Now, consider how

to close the deal. The character of

Alec Baldwin from the movie Glengarry
Glen Ross said, "Never leave the room
without the ask." The rule ABC for him was the main thing in the
deal; always be closing. Closing a deal is a difficult psychological
moment for the seller, but without this
deal there isn't. There are different ways to close a deal. Consider some of them.
The simplest technique involves asking directly for the order. Shall I reserve you
one? Would you like to buy
it? Do you want it? The key in using this technique is to keep silent after you
have
asked for the order. The salesperson asks a closed
question applying a yes or no answer to break the silence effectively lets
the buyer off the hook. The buyer will forget
the first question and reply to the salesperson's
later comments. Summarize and then
ask for the order. This technique allows the
salesperson to remind the buyer of the main points
in the sales arguments in a manner that implies that
the moment for decision has come and bind the natural
extension of the proceedings. For example, a seller might say the following,
"Well, Mr. Smith, we have agreed that the GDXL 4 model meets your
requirements of a low noise, high productivity,
and driver comfort at a cost which you can afford. May I go ahead and place
an order for this model?" The concession close. This involves keeping
one concession in reserve to use as the final
push towards agreements. If you're willing to
place an order now, are willing to offer an
extra 2.5 percent discounts. The alternative close. This closed-end
technique is used that the buyer is willing to purchase, but moves the decision to
whether the color should be
the red, the blue, the delivery should be
on Tuesday or Friday, the payment in cash
or credit, etc. In such circumstances, the salesperson suggests
two alternatives. The agreement to either
thus closing the sale, but you'd like the red
one on the blue one? Would you like it delivered
on Tuesday or Friday? This should be used with care, especially as professional
buyers who are likely to have experienced it's used many times and know exactly
what salesperson is doing. The objection close. This closed-end technique
has been mentioned. It involves the use of an
objection as a stimulus to buy. The salesperson who is
convinced that the objection is the major stumbling
block to the sale can gain commitment from the
buyers by saying if I can convince you that this model is the most economical
in its class, will you buy it. A positive response from
the buyer and referenced to an objective statistical
comparison by the seller effectively seals the
sale. Action agreements. In some situation it is an appropriate attempt
to close the sale. For many industrial goods, the sales cycle is long and
salesperson who attempts to close the sale at early
meetings may cause annoyance. Say like pharmaceutical
products, for example, salespeople do not try
to close the sale, but instead attempt to
achieve action agreement. Whereby either the salesperson or doctor agree to do
something
before their next meeting. They enter the lecture. Let's take a look at SPIN
method of Neil Rackham. This technique is most
suitable for large sales in the B2B markets of various
complex equipments, services for the
implementation of information system and other complex and expensive products.
However, in the B2C markets, it will be applicable as well. SPIN is an elevation of
four
types of questions that the seller asks during the
sale: situational questions, problem questions,
implication questions, and need-payoff questions. Situational questions. They are
designed to understand the situation in which
the consumer is. They're questions for
collecting facts that will help determine the
situation of purchase. For example, in a car saloon, what is your car now? How many
people usually
drive in it with you? Do you have a big family? What kind of trips you
are going to use it, to work outside the
city, for a rest, do like active rest,
traveling overnight, stay efficient, or hiking, etc. Problem questions. These
deal with problems, difficulties, and dissatisfaction that buyer is experiencing.
For example, what would you
like to improve in your car? What do not suit you in
the car that you have? Implication questions. These questions ask about
the consequences of effects of a buyer problems, difficulties, or dissatisfaction.
For example, how does
this problem affects your satisfaction with
traveling to countryside? Need-payoff questions. These questions ask about the
value or usefulness
of proposed solution. For instance, they want to calculate how much
you will save on trips to the country if you
go there on this diesel car. They get the customer to tell you the benefits that
your
solution could offer. Now, let's classify
the needs of the buyer in the implied and
explicit aspects. Implied needs statements
by the customer problems, difficulties, and dissatisfaction with the present
situation. For example, I'm not happy
with my current car. Explicit needs. Specific
customer statements of wants or desires. For example, I need
more economical car. Explicit needs are
the buying signals that predict success
in the sales. The real skill is how to
convert implied needs into explicit needs so that the
buyer wants to take action. When the customer starts
to talk about action, that's when you hear
buying signals. The purpose of obligation
questions is to uncover implied needs and to develop
them into explicit needs. The method of SPIN most
of the old resembles a doctor's reception to
which the patient comes, the doctor has to find out
exactly what hurts him, explicit need, in order to offer him medicine,
proposed products. Often, what hurts depends on that patient's
lifestyle situation. When a patient
speaks with doctor, he tell what his particular
concern about in his health, implying it, but he may not be aware of what
specifically
hurts him; explicit need. The best way to
handle objection is through objection
prevention strategies, which the seller first develops, will use an implication
and neat way of questions before
offering solutions. In this approach, it is important that the buyer joins
your for himself, then he will not have
objections to the purchase. More information about the
SPIN method can be found in the books of Neil Rackham.
Thanks for attention.