The last module is the money making module, as all the above mentioned techniques that are discussed are leading the process to this stage. Mastering of this stage is absolutely essential for being a successful sales person.
The training will discuss techniques that would ensure that by the end of this module your sales team will become master of closing the sales. The techniques that we will cover are as follow,
People physiology goes through minute changes from moment to moment as they change states. This technique implies observing people for important physiological cues.
This technique will offer you to determine the timing for closing the sale, as observing the physiology you can determine the buying signals.
As we discussed in discovery module that you will elicit the buying strategy of your customer, now in the closing stage you will pitch the statement asking for business following the pattern that is determined in buying strategy.
This technique implies that you will use double binding, tag statements and pre-assumption to always ask for a business.
For instance in car sales example, one way of closing the sale will be, As we have agreed that you will be paying by a cheque, I will require few details from you so that we can hand over the car keys to you.. This statement is implying presumption that customer is ready to buy; however important notion to consider is that closing the sale statements such like these are only used after trial close and objection handling.
Timing is crucial in sales process, closing before handling objections would result in losing the sale, and going again and again back to demonstration will result in over selling with the same possible result of losing the sale.