Slides to accompany a bite-size training session on closing a sale. Full training materials including Session Leaders Notes, Delegate Workbook and any Activity handouts can be purchased licence-free from http://www.power-hour.co.uk/trainingmaterialsshop. Prices start from £30 + VAT
2. Close the Sale
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
By the end of the Power Hour you will be able to:
• Describe common ‘blocks’ to closing the sale, and
suggest how they can be overcome
• Identify and use positive closing behaviours and
language
• Practice a range of closing techniques
to find the one(s) that work best for
you.
4. Close the Sale
Http://www.power-hour.co.uk – Bite Size Training MaterialsTrain the Trainer Oct 2011
Closing Styles and Behaviours
Responsive
• Listening properly
– Taking a genuine interest in the
customer
– Developing and maintaining
rapport
– Praising the customer for their
knowledge/ choice/view
– Matching body language
• Working on the customers
agenda
Assertive
• Communicating clearly
• Giving honest opinions
• Guiding the customer
• Listening to the customers
opinions/views and not being
afraid to correct them if they are
wrong
• Appreciating the other’s point of
view, but sticking to your own
opinions
• Matching body language/voice
tone
5. Close the Sale
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
Positive Language
Positive Words
• Yes
• Certainly
• Definitely
• Absolutely
• Can
• Will
• I’ll do it now
• Tomorrow morning
• Good news
Neutral Words
• Maybe
• Try
• Perhaps
• Hopefully
• Obviously
• Actually
• Basically
• Might
• Should
• Like
Negative Words
• No
• Impossible
• Problem
• Can’t
• Won’t
• I’m afraid not
• Don’t worry
• Bad news
• But
• No way
6. Close the Sale
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
Effects on Closing
Positive closes are:
• You've made a good choice, let’s do the paperwork
• We can get that for you on Thursday
• I know that you will find this product meets all of your needs
Neutral closes are:
• Do you want to do that then, or not?
• I think that this product is probably the most suitable one
• It's probably a good idea to get it now
Negative closes are:
• I'm afraid that one's out of stock
• This deal won’t be available after the 30th
7. Close the Sale
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
Closing Techniques
Asking for the
Sale
The "order
form" Close
The
Alternative
Close
The Summary
Close
The Bracket
Close
The Empathy
Close
The
Conditional
Close
The "lost
sale"
Approach
The Emotion
Close
The
Compliment
Close
The
Testimonial
Close
The ‘Yes-
Pattern’
Approach
9. Close the Sale
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
These slides have been produced as an optional
resource to support a Bite-Size Training session on this
subject.
A full set of materials, including detailed Session
Leader’s Guide, Delegate Workbook and supporting
activities can be purchased from our Training Shop
Our Training materials are licence-free, but are for use
by the purchaser only.
They CANNOT be passed or sold on.