Assessing Your Closing Effectiveness

Assessing Your Closing Effectiveness

Closing is simply asking someone to take action or make a decision that will be good for both of you.

A professional is ready to close at anytime and anywhere in the presentation. Remember that you just spent time getting the client comfortable and building rapport. Itís critical to avoid actions at this point that could make the person feel uncomfortable. Such actions would include opening your briefcase. Have all of your materials out from the start. Fear words may also cause tension. Such words include; sign, contract, payment and price. Be prepared with several sample closes, and use the ones that you are most comfortable with.
Facts About Closing..How Do You Do?
• 80% of all sales are closed after the fifth attempt.
• 48% of all sales calls ended without the sales person trying to close once.
• 80% of all purchases from a new supplier take place after the fifth call.
• Only 10% of sales people make more than five calls.
• More than 50% of sales people make only one call.

Do You know When to Close?
• They slow the pace down
• They ask more questions
• You receive positive stimulus

During Closing Do You Remember To....
• Speak warmly and smoothly
• Use glamour words-commonly known words that are uncommonly used such as spectacular, magnificent, tremendous.
• Don’t change your voice modulation
• Keep the potential client interested by using the planned pause.
• When you ask a question...Let them answer.
• Use the reverse technique-This will close 70% of all sales if used properly. Reverse specific questions and answer general ones. For example- Client says, “Could I have it delivered by the first?” You respond, “Is that when you need it?” You just closed the sale.

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