Flashcards
Ag Sales: Psychology of Closing
Cards in this deck (14)
- 1Most painful part of the sales presentation.Closing
- 2Psychology of closing:be confident
close PROMPTLY
focus on dominant buying motive
handle tough points
involve prospect
ask for order
recognize signals - 3Verbal CluesHow soon can you deliver it?
I really like this feature. - 4Nonverbal CluesBody movement
facial expression
tone of voice
prospect studies product intently - 5Six major requirements for closing1. plan your close
2. offer what customer wants
3. product must improve the PAIN
4. customer must trust you
5. customer must enjoy benefits
6. develop sales personality - 6Five closing techniques1. invitational close
2. assumption close
3. puppy dog close
4. ben franklin close
5. order sheet close - 7Personality determines what percent of close?80%
- 8At the end of your presentation, you issue a direct invitation to buy.Invitational
- 9Ask prospect to consider the PROs and CONsBen Franklin
- 10Begin by asking a confirming question. Direct conversation towards ownership, payment and delivery.Assumption
- 11A fast and effective close when an order is involved. The more information the prospect gives you and allow you to write down, the more committed he/she becomes to buying.Order Sheet
- 12Take it, try it, before the customer makes a decision.Puppy Dog
- 13Dealing with Price resistance.1. Do not bring up price in beginning
2. No given enough evidence that benefits outweigh cost
3. Be proud of your price - 14How to confirm the sale.thank them
remind them of benefits
reassure them they made a good decision
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- Flashcards on Ag Sales: Psychology of Closing, created by shgibson on 29/09/2013.
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- shgibson
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