SALES TOOLS: CLOSING MEETING BEST PRACTICES

Put enthusiasm into your presentation because you need a spark to light a fire. Communicate your presentation with conviction and passion as this is the emotional moment of connection between you and the prospect/customer. Support your key selling points with your presentation book. Have your presentation book handy for all of your sales appointments. Be on the lookout for buying signals so that you don’t oversell the prospect/customer. When you see a buying signal, test the waters by using a trial close to see if the prospect/customer is ready to moving forward. Tailor your presentation around the prospect/customer’s absolutes and primary motivating factors. Keep the presentation short and simple. Remember that closing is really the process of opening a relationship. Getting the buying commitment is not the only detail when it comes to closing. Most of the typical closing techniques like asking for the business are actually accomplished in the objections process. Focus your attention on helping the prospect/customer by sincerely addressing their concerns. Don’t over promise just to make the sale. You set yourself up for future customer disappointment, decreased repeat business and less referrals. Realize that many prospects/customers create buying resistance as a negotiating technique. Focus your attention on value, not price.
			View More Sales Tools