Sales Closing Techniques To Seal The Deal Training Ppt

Slide 1

This slide discusses the 1-2-3 Closing Technique in Sales. This technique summarizes the points in groups of three, which could be the product’s attributes, advantages, or additional components. This slide also shows examples of this technique.

Instructor’s Notes: 

How does it work? 

The 1-2-3 Close technique works through the principle of triples, a pattern in which three elements are presented together, which serve as a coherent set of three hammer-blows to convey a compelling message.

Slide 2

This slide describes the Adjournment closing technique in sales. It also demonstrates an example that can be implemented during a sales presentation.

Instructor’s Notes: 

How does it work? 

• The relationship is crucial in many sales scenarios since the salesperson might return to the customer with new sales to make in the future. Therefore, it is better not to pressure them into making a decision when they are not ready
• Offering an adjournment is a pleasant surprise for the consumer who might be anticipating a pushier sales approach. This creates an exchange tension, which encourages them to accept your offer of more time in exchange for later accepting the agreement

Slide 3

This slide describes the Affordable Closing technique in Sales. The affordable close makes sure that customer is able to afford your product or service to eliminate any concerns they may have about the price. This slide also shows examples of how to implement it. 

Instructor’s Notes: 

How does it work? 

• The working principle behind affordable close is to design the deal's financial aspect that fits the customers' paying capabilities
• "I can't afford it," is typically used as an excuse rather than a genuine concern. An excellent way to distinguish the former from the latter is that the party will usually move on to another reason to reject the deal when the affordability concern is addressed and resolved

Slide 4

This slide talks about the artisan close. In this technique, the salesperson highlights the art, talent, and aptitude that went into creating the product or service being sold. This slide also shows examples of how to implement it. 

Instructor’s Notes: 

How does it work? 

• While evaluating a product's cost, we consider the amount of time and labour that went into it. We frequently undervalue things because we are unaware of the time and work it took to create them
• Selling a product with artisan close increases the perceived value of the product by simply mentioning the skill of the manufacturers and the amount of time they spent creating it

Slide 5

This slide describes the technique of assumptive close in sales. The idea behind assumptive close is to act as if the customer has already made a decision. This technique directs the conversation's attention to the next level of concern, such as how many or what size they require, etc.

Instructor’s Notes: 

How does it work? 

The Assumptive Close relies on the Assumption Principle, which states that when someone acts as though something is real & accurate, it is difficult for the other person to contradict/oppose it meaningfully.

Slide 6

This slide discusses the technique of empathy close. In this technique, it is important to empathize with the customer and understand their situation thoroughly. This slide also shows examples of how to implement it. 

Instructor’s Notes: 

How does it work? 

Empathy close entails harmonizing with the customer. When done right, you'll be able to close at the right time and for the correct reasons for the customer.

Slide 7

This slide talks about the Now-or-Never close. In this technique, the salesperson makes an offer but keeps it brief and time-sensitive, so the customer must decide to buy right now. This slide also shows examples of how to implement it. 

Instructor’s Notes: 

How does it work? 

• The principle behind the Now-or-Never close is to give the customers a one-time deal
• Since there is less time to reflect and seek advice from others, the customer will be pushed to decide to buy now, fearing the loss of the deal

Slide 8

This slide discusses the puppy close technique in sales. In this technique, the salesperson hands out the product to the customer to try it out. Possibly even let them take it home. By doing so, the product will be able to sell itself just like a puppy. 

Instructor’s Notes: 

How does it work? 

The puppy close works on the investment principle. When customers are given to try out the products, they associate with the products better and develop a natural fondness for them, which will make it difficult for him/her not to close the deal.

Slide 9

This slide talks about quality close technique in sales. As the name suggests, the salesperson emphasizes quality over other factors, especially price. This slide also shows examples of how to implement it. 

Instructor’s Notes: 

How does it work? 

In this technique, the salesperson appeals either to the customer's vanity or their sense of long-term value. You associate them with higher and better quality for the former, and for the latter, you are reframing price across a long time span.

Slide 10

This slide talks about rational close as a closing technique in sales. In this, the salesperson uses logic and reason to persuade the customer to buy the product. This is the most commonly used sales closing technique in B2B sales.

Instructor’s Notes: 

How does it work? 

This strategy is effective simply by applying logic and scientific rational reasoning.

Slide 11

This slide discusses the summary closing technique in sales. In this technique, the salesperson summarizes all the benefits the customer will receive along with the full scope of what they are getting for their money. 

Instructor’s Notes: 

How does it work? 

The summary close works by reaffirming the previously established understanding. When everything is put together in the end, it appears to be an even bigger package. 

Slide 12

This slide talks about Opportunity cost closing technique in sales. In this technique, the salesperson highlights the cost of not purchasing the product to demonstrate that the actual cost is lower than the price would suggest. 

Instructor’s Notes: 

How does it work? 

• The working of this technique lies in the difference between cost and price. In financial terms, "the opportunity cost" is the cost of not doing something. Cost refers to a range of issues which may or may not be measurable in money
• However, the price of a product is what the customer pays in cash, making the cost a salesperson's friend

Slide 13

This slide discusses ownership close as a type of closing technique in sales. In this, the salesperson acts as if the product is already owned by the customer. It is crucial to discuss what changes the product will bring to their lives and how it fits perfectly in their regime.

Instructor’s Notes: 

How does it work? 

This technique works on the principle of assumption, which implies that the customer already owns the product, and this assumption leaves no room for the thought of not owning the product. 

Slide 14

This slide talks about the best-time closing technique in sales. This technique is generally used when customers procrastinate or are hesitant to go through with the deal. The salesperson must remind them of the short-term reasons that may affect the sale and other personal reasons which may prompt them to buy now. 

Instructor’s Notes: 

How does it work? 

This technique emphasizes that now is the best time to buy, and delaying would not be a wise decision.

Slide 15

This slide discusses the calendar closing technique in sales. In this technique, the salesperson fixes a future date for a meeting if the customer is not ready to go through with the sale now. 

Instructor’s Notes: 

How does it work? 

This technique makes the customer more comfortable as a future date may be agreed upon in exchange for you not pushing for the sale now. This time can be beneficial, as the customer can remain engaged with the product and consider the possibility of buying it.

Slide 16

This slide talks about the testimonial closing technique is sales. In this, the salesperson presents testimonials of happy customers to convince the prospect of the sale.

Instructor’s Notes: 

How does it work? 

By presenting a testimonial from an existing client, a salesperson can establish a strong connection of trust and prove credibility

Slide 17

This slide talks about the concession closing technique in sales. In this, the salesperson offers the customer a concession on something they want in exchange for going through with the sale.

Instructor’s Notes: 

How does it work? 

This technique works on the principle of incentivizing the customer by offering them a concession on something which will prompt them to go through with the sale. 

Slide 18

This slide discusses the conditional closing technique in sales. In this, the salesperson offers to resolve the customer's objection in return for a sale. 

Instructor’s Notes: 

How does it work? 

This technique works on the exchange principle, which helps build a social agreement between the salesperson and the customer. The customer agrees to buy the product when the salesperson resolves their objection.

Slide 19

This slide talks about the exclusivity closing technique in sales. In this, the salesperson explains to the customer how the product is exclusive, and not everyone is eligible to buy it. 

Instructor’s Notes: 

How does it work? 

• This technique establishes a sense of identity in customers when they're told that they qualify for something and belong in a "special group"
• When we are told that we can't have something, we are motivated to be a part of the special community and take control

Slide 20

This slide discusses the yes-set closing technique in sales. In this, the salesperson asks a series of questions that are easy to answer, and the answer is "yes." Then a question is asked for which the salesperson requires a "yes"

Instructor’s Notes: 

How does it work? 

This technique works by getting the customer to answer “yes” repeatedly to make it the customer’s habitual response. After the pattern is established, the salesperson slips in the question he needs a “yes” to. Some people, in particular, don’t like answering “no” as they consider it impolite.