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11 Proven Sales Strategies to Help You Close The Deal
There are a number of sales closing strategies that you canlearn with different ones applied in different situations.Each salesperson might be more comfortable with one oranother. As a business owner, you want to be certain thatyou and your salespeople become exposed to a number ofdifferent strategies so they can choose the one they preferdepending on different situations. First you must understand that before you can assist yourprospect in identifying the advantages of buying yourproducts or services, you must also instruct them of thedisadvantages. Then you and the prospect analyze the items on your listand identify the strengths and advantages while overcomingthe disadvantages. The goal here is for the advantages to outweigh thedisadvantages and close the deal. The take it with them close- This allows the prospect toactually take the product home or try out the product. Theidea is that once this happens, the prospect will be unableto part with the product and must have it. There is a story about a salesmen who sold pet dogs. Thesalesman said "Here, take this home and give me a call in aweek. If you don't want it, I'll come and get it". Oncethat dog was there and the young son fell in love with it,there was no way that dog was going back. Subject To Approval Close- This allows a salesperson toactually close a sale, but do so subject to certaincontingencies. In other words, it's up to the salespersonat this point to really do some work when possible toassist the prospect in removing contingencies therebymaking the sale official. . Take Away Close- I prefer this one. It's human nature towant what one can't have. The salesperson says things like,"This product isn't for everyone. It's a certain kind ofperson who can appreciate this service." The Standby Feel Close- This approach is intended toestablish empathy with your prospect's situation in aneffort to persuade them that you or a prior customer hasactually dealt with their situation. The Order Form Close- Sometimes the prospect might need alittle encouragement and It's useful to actually take yourorder form or contract and put it in ftont of yourprospect. Tell them to complete a section and you'llcomplete the rest. Never say, "Sign the contract", which has a very negativeconnotation. It appears too binding and rigid to yourprospect If they haven't heard enough reason to buy, you then say""If We Do This, Will You Buy?" you must identify what itwill take for the prospect to break down and buy. Presumptive Close- Under this method you actually go on theassumption or presumption that the prospect has alreadydecided to buy. You might talk about how a prospect willenjoy the product or service or how the benefits might beenjoyed. When the prospect gets in the habit of talking, feeling andthinking like they already have the item, the sale isalmost all but completed. Informational Close- If your products or services is suchthat your prospect needs more information in order to makeup their mind, then the more relevant information you canshare the more likely the prospect is to buy. Overcoming Objectives Close- You can identify theprospect's specific objections to buying and focus on waysto overcome those objections. As you successfullyaccomplish this task, the close will follow rightafterwards. Instructional Close- If the close requires the buyer toknow how to use your products or services, it is criticalthat you provide detailed instructions where applicable. Directive Close- This is when you actually talk to yourprospect and tell them exactly what to do. Direct Them togo over and sign up. They will respond by buying when toldto do so. It's one of the easiest ways to make a sale. Exclusive Close- You indicate in all the marketing you dothat your products or services are very exclusive. Lock thedoors and only allow customers and referrals to enter. Soonyou'll find they want it because everyone wants in. Whatever the strategies you and your employees learn andimplement, all awareness that sales strategies areavailable is essential to go a long way in your businesssales efforts. You may publish this article in your ezine, newsletter on your web site as long as the byline is included and the article is included in it's entirety. I also ask that you activate any html links found in the article and in the byline. Please send a courtesy link or email where you publish to: support@multiplestreammktg.com Copyright © 2005 Abe Cherian is the founder of Multiple Stream Media,a leading performance-based Internet advertising company dedicated in helping small businesses createonline presence, brand recognition and online automation.Main company web site: http://www.multiplestreammktg.com Abe Cherian's online automation system has helpedthousands of marketers online build, manage and growtheir business. Learn how it can benefit you too.
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