More Closing Strategies

C…..CREATE: a match between your customer’s needs and your solution.
. Confirm your customer’s needs
. Clarify the customer’s pain options
. Compile and present evidence that your solution works

L….LISTEN: to all stakeholders involved.
. Learn about the customer’s budget and financing needs
. Look at the customer’s timetable
. Listen for obstacles and probe for objections

O….OFFER: your solution with a viable alternative.
. Outline your three major benefits
. Openly discuss any drawbacks- it will create trust
. Obligate the customer to a timetable for the next steps

S….SEEK: and confirm understanding of all benefits discussed.
. Show that you care about a mutual win
. Supply additional evidence and benefits if needed
. Shift gears when needed- flexibility is crucial

E….ENGINEER: a commitment that is real and lasts.
. Encourage your customer to agree with all the benefits of your solution.
. Engage the customer by asking for the agreement on the timetable and financial terms you have set.
. End the CLOSE by congratulating the customer and welcome them openly to your product or service.

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google photo

You are commenting using your Google account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s