RAMOS, RANDOLPH D.

PROFESSIONAL SALESMANSHIP

MWF 1:00-2:00 PM

May 20, 2020

Finals: Activity 6

Coverage: Chapter 13– Closing Begins the Relationship

Schedule: BSBA Mktg 2A

1.) Explain when to close.

A positive response to the trial close indicates a move toward the close, this is where you try to
close and determine if they are ready for the conviction to buy and order. Close when the
prospect is in the conviction stage of the mental buying process because they trust what you
are proposing ang believes what your product can do for them or that your product will benefit
them ,that your product will solve a problem or will help them even in their future needs.

2.) Describe what to do if your prospect asks for more information, gives an objection, or says
no when you ask for the order.

A negative response means return to your presentation or determine the prospect's objection.
Continue with the discussion of the FABs of your product. If you close and recieve an objection
the find out what the objection is then rephrase the objection and if you already answered it
ask a trial close like using an alternative-choice close for example in selling photocopier " would
you prefer the xerox 6200 or 6400 copier? "to determine if you have overcome the objection. If
you have closed, had an objection arise and effectively handled the objection the get ready to
close. If the buyer says no again and does not give a reason, you could use the five question
sequence method for overcoming objections.

3.) Explain why you must prepare to close more than once.

You must be able to use multiple closes to learn how to close without being pushy because it
makes the prospect to feel irritated and being controlled. It levels up your ability to close. By
closing you can determine objections and learn how to handle them because multiple closes
incorporate techniques for overcoming objections. Keeping several closes ready puts you in a
better position to close more sales. When you successfully close a sale, it begins relationship
with your customer.
4.) Enumerate and discuss the 12 keys to a successful close.

1. Think success! Be enthusiastic.

Think that you can be a successful salesperson, it gives you motivation to pursue your goals and
to help others.

2. Plan your sales call.

You plan your sales call because it allows you to follow your sales process, completing all of the
tasks and gaining all of the commitments you need to increase the odds of actually winning an
opportunity.

3. Confirm your prospect’s needs in the approach.

Preparation has always been one of the big keys to success in sales. Sound planning inspires
confidence, and careful research is a great way to show your prospect that you've taken the
time to understand their needs on a fundamental level.

4. Give a great presentation.

▪ Make the sales presentation relevant.

▪ Create a connection between your product/service and the prospect.

▪ Get to the point.

▪ Be animated.

▪ Use showmanship

▪ Use a physical demonstration.

▪ Lastly, believe in your product/service.

5. Use trial closes during and after your presentation.

One thing that you can do to immediately improve both your presentations and also you sales
effectiveness is to trial close when presenting to a prospect. Trial closing refers to asking the
prospect questions throughout the presentation to check in to see what their thoughts are so
far and confirm the direction forward.

6. Smoke out a prospect’s real objections.

The key to getting past their smoke screen and to their core objection is to acknowledge it with
a neutral statement such as: “In addition to (smoke screen objection) what else is holding you
back?” After their reply, if you are still not sure you have reached their core objection simply
repeat the process again.

7.
Overcome real objections.

Your first reaction when you hear an objection may be to jump right in and respond
immediately. Resist this temptation. When you react too quickly, you risk making assumptions
about the objection. Take the time to listen to the objection fully.

Do not react defensively. Train yourself to ignore any negative emotions you may be feeling,
and stay focused on what the buyer is saying and the business problem you are helping to
solve. Listen with the intent of fully understanding the buyer's concerns without bias or
anticipation, and allow your body language and verbal confirmations to communicate to the
buyer that you are listening intently.

Understand the Objection Completely

Many objections hide underlying issues that the buyer can't or isn't ready to articulate. Often
the true issue isn't what the buyer first tells you. It's your job to get to the heart of the
objection, and then fully understand it and its true source.

To do this, you must ask permission from the buyer to understand and explore the issue. Once
explored, restate the concern as you understand it. Sometimes when you restate the objection,
the buyer sees the issue more fully, and you get closer to the true source of the objection as a
result. Even after the buyer confirms you understand perfectly, ask "What else?" and "Why"
questions for clarification. Often it is the answer to that last "What else?" that contains the
biggest barrier to moving the sale forward.

Respond Properly

After you're confident you've uncovered all objections, address the most important objection
first. Once you work through the greatest barrier to moving forward, other concerns may no
longer matter or feel as important to the buyer.

You should do your best to resolve their issue right away. The more you can resolve issues in
real time, the greater chance you have of moving the sale forward. If you need more
information to resolve a specific concern, you may have to look something up. Don't wing it—
buyers can sense that and it creates distrust. Long-winded responses can seem insincere, so
keep your responses clear and to the point.

Confirm You've Satisfied the Objection

Once you've responded to the buyer's objections, check if you've satisfied all of their concerns.
Just because they nodded during your response doesn't mean they agreed with everything you
said. Ask if the buyer is happy with your solution and explain your solution further if necessary.
Some objections require a process to overcome, not just a quick answer.

If the client isn't ready, don't try to force a commitment. Be sure not to accept a lukewarm
"yes" for an answer though, either. Many buyers will accept a solution in the moment, but once
you're out of sight or off the phone, the objection still remains.
8. Use a trial close after overcoming each objection.

Using a trial close everytime you successfuly handled the objection gives you the opportunity to
define more objections or to determine if the prospect is ready for the conviction of your
product.

Trial close checks the pulse or attitude of your prospect toward the

sales presentation. The trial close is one of the best selling techniques

to use in your sales presentation and should be used at four important

times:

1. After making a strong selling point.

2. After the presentation.

3. After answering an objection.

4. Immediately before you move to close the sale. 4

9.) Summarize benefits as related to a buyer’s needs.

At the end, summarize your proposal by giving a benefits summary: “Here is what you will get if
you accept my proposal.” Talk about how the benefits will address their specific problems.

Before your presentation, find out from your primary contact in the company if the group will
make a decision while you are there or if they will discuss it and inform you later. You also
should know if they are responsible for dealing with the financial aspects of the purchase. If so,
you will have to talk about the costs and the benefits they will receive in relation to the costs. If
they will not be concerned with prices, don’t discuss them.

When you have completed the benefits summary, solicit impressions from the group. Ask if
they agree that the solution you proposed would solve their problem or meet their needs.
Without asking for it, get a feeling for the disposition of the group. If you are working with one
person, it is easier to ask for an impression. At the end of your summary, ask if there are any
questions. At this point, you are close to the end of your allotted time. When someone asks a
question that is answered in your proposal document, refer him to the appropriate section of
the document and assure him that a complete answer is provided. 4

10.) Use a trial close to confirm step 9.

 Trial Close is not a normal 'closing technique' but a test to determine whether the person is
ready to close and to assure of you've already given the prospect his benefits for ordering the
product. Use it after a presentation or after you have made a strong selling point. Use it when
you have answered objections. The Trial Close may use other closing techniques or may be a
more tentative question.

11.) Ask for the order and then be quiet.

The important words here are "shut up." Ask your closing question, then keep quiet!

Why is it so important to keep quiet? Say your prospect hesitates for a few moments,
wondering when they should take delivery. You become uncomfortable and assume they're
questioning the investment so you blurt out that you'll give them another 20 percent off the
total investment, when that wasn't even the issue.

The average salesperson can't wait more than ten seconds after asking a closing question. If
Mrs. Jones hasn't answered by then, they'll say something like, "Well, we can talk about that
later," and go on talking, unaware that they've just destroyed the closing situation. And it's
probably not just the one close that's been destroyed. Mrs. Jones can certainly keep quiet for a
few moments--almost all undecided buyers can. If you're true sale champion material, you can
sit there quietly all afternoon if you have to. It takes concentration, but the silence rarely lasts
more than 30 to 40 seconds in reality.

Having the skill, courage and concentration to sit still and be silent for at least half a minute is
the single, most vital skill there is in selling. Practice this until you get a feel for how long 30
seconds is, and then it won't be so nerve-wracking when big money is riding on how calm and
quiet you remain in a real closing situation.

12.) Leave the door open. Act as a professional.5

Know that you cannot sell everyone, you cannot please everybody to like your product because
not all people has the same taste, desire need that your solution can solve. Act as a
professional, respect their decision and move on, there are many more opportunities to open,
one door close doesn't mean failure its just saying that you don't deserve each other, that you
can sell to more than that.

5.)Discuss the multiple-close sequence.

By keeping several different closes ready in any situation, you are in a better position to close
more sales. Also, the use of a multiple-close sequence, combined with methods to overcome
objections, enhances your chance of making a sale. For example, you could begin with a
summary close. Assuming the buyer says no, you could rephrase the objection and then use an
alternative close. If again the buyer says no and would not give a reason, you could use the five-
question sequence method for overcoming objections, repeating it two or three times.