Close Hangers A proper close is essential to any sale. Without it, your contact with the customer is as incomplete as the sentence fragments below. Each one starts as a good closer, but the ends were knocked off. As you repair these Lines” think of effective closers you can use in your own situation. “Close ___ 1. When do you want . . . A the beige model or avocado? … ___ 2. How would you like . . . B two-day or overnight? … ___ 3. At which location . . . C to come in for your fitting? … ___ 4. Shall we ship . . . D should this be delivered? … ___ 5. Would you like . . . E to have the donation listed? … ___ 6. How soon would you want . . . F will you be needing on this order? … ___ 7. Will we be sending the subscription . . . G will you be picking up your order? … ___ 8. How many . . . H to schedule the installation? … ___ 9. Shall we bill this . . . I to your home or to your office? … To what address . . . J to your credit card or by invoice? … TELEPHONE DOCTOR® PRESCRIPTION: 1. A major reason business is lost is that no one ever asked the prospect to buy. 2. Without a close, a customer contact is only a conversation, not a transaction. 3. Be sure to ask closing questions. Key Point Discipline “D” – 1. What does discipline in a sales career mean? Skills Practice Activity #4 –
Close Hangers A proper close is essential to any sale. Without it, your contact with the customer is as incomplete as the sentence fragments below. Each one starts as a good closer, but the ends were knocked off. As you repair these “Close Lines” think of effective closers you can use in your own situation. ___ 1. When do you want . . . A … the beige model or avocado? ___ 2. How would you like . . . B … two-day or overnight? ___ 3. At which location . . . C … to come in for your fitting? ___ 4. Shall we ship . . . D … should this be delivered? ___ 5. Would you like . . . E … to have the donation listed? ___ 6. How soon would you want . . . F … will you be needing on this order? ___ 7. Will we be sending the subscription . . . G … will you be picking up your order? ___ 8. How many . . . H … to schedule the installation? ___ 9. Shall we bill this . . . I … to your home or to your office? To what address . . . J … to your credit card or by invoice? TELEPHONE DOCTOR® PRESCRIPTION: 1. A major reason business is lost is that no one ever asked the prospect to buy. 2. Without a close, a customer contact is only a conversation, not a transaction. 3. Be sure to ask closing questions. Key Point “D” – Discipline 1. What does discipline in a sales career mean? Skills Practice – Activity #4
TD6Selling%20Skills%20From%20A%20to%20Z%20wkbk%20FINAL%203.2017.docx