CLOSING SKILLS

Closing Techniques
 Objective

In this session we will learn 6 closing skills which are applied by

Salesperson very often:

 Direct Close

 Money Talks

 Pro Con Close

 Concession Close

 Deadline Close

 Rating Close
 1. Direct Close
 Direct Close Technique can be used after you’ve addressed the
prospective customer’s concerns and you’re confident he knows the
value of your Product

 Be direct by asking the following, “ Mr Wadhwa, are you ready to place

your order/sign up?”

 Only use this technique if you’re confident the answer will be “yes!”
Where you have already shared the proposal & price has been discussed

Script Hindi Script English

Sir pichle hafte aap se baat hui thi , aapne kaha tha aaj
final karoge . Sir ek baar isko start karte hai . Aapko
isme zaroor faida hoga . Baki aapse jo discount ki baat
hui thi who mai karwa dunga . Payment aap Cheque se
karoge ya net banking se
Sir we had a chat last week & you said that you will final
the deal today .Sir my suggestion is , lets start this & I am
confident that you will definitely get returns .Besides I will
take care of the discounts which I had promised earlier . So
will you make the payment via Net Banking or Cheque
 2. Money talks close

 In this Technique, help the prospect quantify the Business Opportunity he will get from your Service,
and show how this figure exceeds the investment required

 Highlight the Financial benefit—

Bigger the ROI , easier it will be to close

 Let’s assume that you are pitching Star then we can proceed like this

Script Hindi Script English

Sir Star mai hum aapko hafte ka 72 Buyleads denge .
Toh 1 saal mein aapko 3744 Buyleads milenge . Iske
saath saath apko direct enquires aur calls bhi ayengi .
Toh Buyleads aur Enquires milake aapko lagbhag
4000 Buyer contacts milenge . Agar iska 2.5% bhi hum
mature karte hai toh 100 hote hai . Har deal ki order
value manlo 10,000 bhi hai toh 100*10000=10 Lac ka
hum Business kar sakte hai . Agar 1Lac deke 10 lac ka
Business mile toh kya bura hai.
* The Figures are for illustration purpose only
Sir in Star Service we would provide you with weekly
72 Buyleads. .So, in 1 year you will receive 3744
Buyleads. Over & above, you will get Direct Enquires &
Calls on your PNS number. So together you will receive
approx. 4000 Buyer Contacts . If we are able to mature
2.5% also the number stands to be 100. Suppose the
deal value per transaction is 10,000, therefore
10,000*100= 10 lacs . So you land up doing Business of
Rs 10Lac. By investing 1Lac if we get 10 Lac in return
then there is no harm
 3. Pro Con Close

 This is for those who are struggling to make a Buying decision despite the potential ROI. Help the Customer
visualize the impact, your solution could make by having them create a pro-con list

 Help your prospect, list as many pros as possible and allow them to fill the cons column by themselves.
Your Client will most likely end up with a much larger “pros” column than a “cons” column

 This visual testament to your solution’s worth can help

even the most reluctant prospect to say yes to the deal

Script Hindi Script English

Sir ek kaam karte hai , ek paper lete hai aur uske
bich mein ek line kichte hai. Ab hum ek side iske
benefits likte hai . ( Write the benefits ) aur dusre
side iske jo benefits nahi honge who likhte hai .
Hame samajh aa jayega ki isme benefits hai ya nahi
Sir lets do 1 thing , lets take a paper & draw a
line in the middle. On one side lets write all the
Pros (Benefits) & on the other side ,lets write
the Cons (Non benefits) . We will be able to
ascertain whether there is any benefit or not
 4. Concession Close

 If your prospect asks for a concession in the form of additional

features, delivery or price, ask “If I do that for you, will you sign
an agreement?”

 Don’t simply agree to the concession/offer without asking for a

close. It will allow the prospect to keep hitting you up for more and
more concessions as the deal progresses

Script Hindi Script English

Sir I have already spoken to my seniors . If

Sir maine apne seniors se baat kar li hai .
you close the deal today, I will give all the
Agar aap aaj deal close karte hai to mein yeh
offers & discounts which I had discussed
sab discounts aur offers aapko dilwa dunga
with you earlier
 5. Deadline Close

 If you want your prospect to make a decision quickly due to a

deadline, mention that there’s an upcoming event that could be
beneficial to him so he should sign up ASAP

 You can also tell your customer that the scheme you are referring
to is valid for next few days only beyond which there is no
Extension

Script Hindi Script English

Sir please give a thought to this. I will
Sir Aap soch lo is ke baare mein . Mein do din
contact you after 2 days . But this
baad apko contact karunga. Yeh offer lekin sir
offer/price is available till 30th of this
30th tak ka hi hai uska baad offer khatam ho
month post which the offer will be
jayegi
withdrawn
 6. Rating Close

 Ask your Customer to rate their level of interest in your solution

on a scale of zero-to-ten; zero meaning they’re not interested at
all and Ten meaning they’ve already decided to buy

 If he answers with Six or more, ask what you need to do to get

them to a Ten. If their rating is Five or less, ask him to help you
understand why the rating is low, which will in turn tell you what
you need to do to keep the sale moving forward

Script Hindi Script English

Sir yeh jo Service ke bare mein, maine apko Sir if you have to rate the service which I
bataya isko agar rating karni ho to 10 mein aap discussed with you so on a scale of 1-10
kitne number denge how much score will you give
 Conclusion

 Apply these Techniques next time when you are stuck while closing any deal

 You may need to use more than 1 technique in each scenario

 These are proven techniques used widely in sales , however there can be exceptions
Assessment

Kindly share the below assessment link with all the

Participants & ask them to complete immediately

https://forms.gle/BCcnb4jbuSwfGKccA
Thank
You!