280: Closing

boxer143

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Business & Finance

الوصف

The word “closing” itself can be controversial in sales. It implies we are ending the process rather than starting the partner relationship with the buyer. In modern times the word “commitment” from the buyer is often preferred. I am okay with both and I have chosen the word “closing”, simply because this is what most people can easily understand about this latter stage of the sales cycle. Closing doesn’t have to be something scary or any big deal. In fact, the less complicated we make it the better. There is a big difference between closing in Japan and in the US. When I listen to American sales trainers, I find their closing techniques are very forceful and direct. Well that just won’t work here in Japan, so we need a different approach. Let’s look at some non-aggressive closes, which are easy for clients to accept. <ol> <li>Direct Question:</li> </ol> We softly ask, “Shall we go ahead?’. This sounds natural after we have gone through the questioning process, the solution presentation process and the objection handling process. This is what the client would be expecting and if the trust and professionalism have been built, they will be happy to proceed. We ask in a gentle, non-threatening manner and in a collegiate way, because we are trying to become their partner to help them solve their problems. <ol start="2"> <li>Alternate Choice Method:</li> </ol> We give the buyer a choice of two options and either way, if they answer in the affirmative, it signals they are buying. This is a very indirect way of asking for the order. This works well because it moves the sales conversation along and provides the buyer with different options, which doesn’t feel pushy. We might ask, “Would you want the delivery in this month or is next month preferable?”. No matter which option they choose, we know it means they are happy to move forward. <ol start="3"> <li>Minor Point Method:</li> </ol> <p

المبدعون

marco_star

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