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| Pregunta | Respuesta |
| Most painful part of the sales presentation. | Closing |
| Psychology of closing: | be confident close PROMPTLY focus on dominant buying motive handle tough points involve prospect ask for order recognize signals |
| Verbal Clues | How soon can you deliver it? I really like this feature. |
| Nonverbal Clues | Body movement facial expression tone of voice prospect studies product intently |
| Six major requirements for closing | 1. 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 |
| Five closing techniques | 1. invitational close 2. assumption close 3. puppy dog close 4. ben franklin close 5. order sheet close |
| Personality determines what percent of close? | 80% |
| At the end of your presentation, you issue a direct invitation to buy. | Invitational |
| Ask prospect to consider the PROs and CONs | Ben Franklin |
| Begin by asking a confirming question. Direct conversation towards ownership, payment and delivery. | Assumption |
| A 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 |
| Take it, try it, before the customer makes a decision. | Puppy Dog |
| Dealing 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 |
| How to confirm the sale. | thank them remind them of benefits reassure them they made a good decision |
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