A person who cannot close may be great at making conversation, but he or she is not a salesperson. Closing the big sale requires the salesperson to make many little closes along the way. These are called customer commitments and are a strong indication that the customer is interested in the solution being offered by you. This program address types of closes, and when and how to use each one.
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Program Length: One Half Day
Major Topics:
- Gaining Commitments to Action
- When and How to Close the Sale
- Customer Buying Signals and Danger Signs
- Trial Closes
- Applying "Just Enough" Pressure
- Different Types of Closes for Different Behavioral Styles
- Handling Objections During the Final Close
- Practice Sessions
Benefits To The Organization:
- Increase ratio of closes to sales interviews
- Enhance organizational sales productivity and profitability
Benefits To The Individual:
- Get commitments faster
- Understand when the time is right to ask for the sale
- Recognize buying signals
- Recognize danger signals
- Improve final closing rates
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