A lot of sales person know how to explain about their product briefly but some of them did not know what strategy to use for convert the opportunity into deals, This Presentation will help sales person to learn how to close the deals.

1. 8 Sales Closing Techniques
Andre Kohardinata - andre@katsindo.com

2. Always ask a questions
´ Open Question : answered with ”yes” or “no”
´ Asking for decision : Eg. So, do you want to buy this product ? (after product
presentation)
´ Asking for agreement : Eg. Do you agree that this product useful for you?
´ Closed Question : answered with descriptions
´ Explore customer need : Eg.What do you want to have for your lunch?
´ Lead toward conclusion
“Get at least 3 things that you and your customer agree on the usefulness of
the product that you sell (using closed questions) and at the end you can ask your
customer's decision to buy your product (using open question)”

3. Mr. & Ms. Right
´ You must be able to give the right answer to any objections of your
customers by emphasizing the advantages of your product eg.
´ Customer : Your product is expensive.
´ Sales :
´ You pay a little more expensive to get a free maintenance service for 3 years, is not it
worth it?
´ Our products can not be compared with local products because our products are
international brand so quality is guaranteed
“I Can answer whatever you ask “

4. Always talking about benefit
´ Emphasize the many advantages they get when using your product
´ Tell them how your product can help your customers solve their problem
´ Eg. By using our products, the cost of electricity will be decreased up to 30%
´ Eg. This book tells the life motivation appropriate to the problems often
encountered in life

5. All about exclusivity
´ Always stated that your offer applies only limited and exclusive so that your
customers happy as it gets special treatment
´ Eg. Offer is made only limited to our members
´ Eg. Product offered is a limited edition in limited quantities

6. Show your Empathy
´ Show that you empathize with your customer problems they face and you
have experienced the same thing so right now you came in with a solution
´ Eg. Absolutely I have ever felt uncomfortable when data loss during a power
outage, therefore the usage of generators as backup power is the most
appropriate solution to the problem

7. Complimentary
´ Giving Complimentary to your customers is your way to get closer to your
customers
´ You look fresh today
´ You are knowledgeable
´ Very comfortable discussing with you
“You should be able to sell yourself before you sell your stuff”

8. Testimony
´ Always share about Good testimony from others to the product you are
selling, it will help your customers to believe that they took the right decision
to buy a product that you offer

9. Value Vs Price
´ State that they will get more Value if buy or using your product offered
´ It will be better you pay to buy a generator as backup power than lost your
daily revenue due to power outage