sales closing

Página 10

Closing sales is a crucial step in the sales process. It is the moment when the salesperson seeks to obtain the customer's commitment to purchase the product or service offered. It is the moment when all persuasion and argumentation techniques are used to convince the customer that the purchase is the best option. There are several sales closing techniques that can be used, and each salesperson may have their favorite. Some examples are: 1. Take control technique: In this technique, the seller takes control of the situation and asks questions that lead the customer to say yes. For example, the seller might ask, "Do you prefer option A or option B?" By responding, the customer ends up making a purchase commitment. 2. Close test technique: In this technique, the seller asks a question that presupposes the purchase. For example, the seller might ask, "What color do you prefer?". By answering, the customer is assuming that he will buy the product. 3. Smooth closing technique: In this technique, the salesperson uses a softer, friendlier tone to close the sale. He might say something like, "I'm sure you're going to love this product. Shall we close the deal?" This technique seeks to create an environment of trust and comfort for the client. In addition to these techniques, it is important for the seller to be aware of the customer's buying signals. Often, the customer gives indications that he is ready to close the sale, such as asking questions about product details, showing interest in knowing about payment methods, among others. It is important for the seller to be aware of these signs and take advantage of the right moment to close. It is important to emphasize that closing sales should not be seen as putting pressure on the customer. The seller must seek to understand the needs and desires of the customer and offer the appropriate solution. Closing sales is just the final stage of this process, in which the salesperson seeks to confirm the customer's purchase commitment. In order to be successful in closing sales, it is essential that the seller has knowledge about the product or service he is offering, knows the market well and is prepared to answer all the customer's doubts and objections. In addition, it is important for the seller to be confident, empathetic and have effective communication skills. In summary, closing sales is a key step in the sales process. Using appropriate techniques and being aware of the customer's buying signals, the seller can increase his chances of success. It is important to remember that closing sales must be done ethically and respecting the needs and desires of the customer.

Next page of the Free Ebook:

11After sales

Earn your Certificate for this Course for Free! by downloading the Cursa app and reading the ebook there. Available on Google Play or App Store!