Last week we talked about the 5 Steps to Successful Selling and I wanted to finish it up with the last two steps. Just to recap the first three steps were:
I. The Importance of Personal/Professional Development
II. The Necessity of Prospecting
III. The Power of Planning
Okay, well step number four is The Art of Closing. Step four is probably the step I see trainers struggle with the most. The main reason for this is trainers try to wing it and don’t use the proper tools and techniques.So here is step four and if you want to increase your sales become a master at closing.
A.)Prepared Presentation
- Develop rapport
- Establish credibilty
- Enforce the need
B.) Closing Techniques
- Sampling – puppy dog close
- 3 questions – Do you see the benefits, Interested in benefits, and when do you what to start?
- Need/Desire and the “time door”
C.) Closing Tools
- Special offers
- Supporting materials