Posted by 9jabook.com on December 30, 2008 at 11:30am
Emotional Inteligence
Team,
We are up against the clock now so lets pull out the stops and close the
deals. Here are a couple more closes to try before the close of play.
These 3 work on the emotions of a sale.
Please Note: None of the close techniques I have shown you today are
trying to sell something that a customer does not want or need,
they are aimed at supporting you at getting the customer to buy your one
clear recommendation.
We offer World Class Service and Support, and it is imperative that the
customer buys from The naijabay as we are the best place in
the world to support our customers buy what they want. None of our
competitors come close!
Handshake Close
Technique
As you make a closing offer, extend your hand for a handshake. Smile and
nod as if the deal is done. Look expectantly. If necessary, raise your
eyebrows slightly.
Examples
(Extending hand) So, are you ready now to do the deal today?
(Extending hand) We have a deal?
(Grasp their hand) Well done. You've got a good deal today.
How it works
When you offer your hand to somebody in greeting they will automatically
feels obliged to shake your hand in return, often doing this without
really thinking. When they do shake your hand, they may realize that
they are also agreeing to the close. Most people will not then feel able
to retract their agreement.
IQ Close
Technique
Imply that intelligent people make this purchase.
This is particularly useful in selling technology where people may shy
away from the complexity.
The intelligence can also be associated just with doing a good deal.
You can also imply that it is stupid not to buy.
Examples
I sold one of these to a doctor yesterday.
This is a really clever solution.
It's a bit complex, but you look like you can handle that sort of thing.
It would be stupid not to buy it at this price.
How it works
The IQ Close works by associating intelligence with closure. Thus, if
people think they are intelligent (and we all do) they will be attracted
towards purchasing the product and hence feeling that they are
intelligent. If the person has an avoidance preference, then implying
they would be stupid not to buy makes them aim to avoid the stupidity.
Companion Close
Technique
Rather than sell directly to the person you are targeting, sell to a
person they are with.
This can be a husband, wife, child, friend, grandparent, etc.
Start by being friendly with them (the target person won't mind this)
then gradually increase the selling to them.
Cast them as an authority (particularly as they buy into your idea).
When they are making approving noises or say they would like one, start
selling to the real target of the sale.
Rope in the companion as a sales assistant.
If you are lucky, you might make two sales!
Examples
Hello sir, I can see you have been brought along as the expert, which
phone do you have?
You seem to like this too, madam...Which colour would best suit him?...
How it works
The Companion Close works because the companion to whom you are selling
the idea does not have to make a financial or other commitment and so
will be more ready to agree with you. When the real target of the sale
sees that the other person has agreed, they are more likely to also
agree, in order to maintain consistency with their thoughts of their
companion being intelligent and to maintain harmony in their
relationship with them.
Happy Selling!
nairabook.com sales tips !
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