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Sale Closing Techniques

The Directive Close

Help the prospect to make a decision

 

Selling by Coaching and Directive Close

 

 

The Directive Close is one of the most productive closing techniques. It is used to change the focus of the customer's thinking away from the decision, "yes or no", to the ownership and enjoyment of the product.

Plan and deliver your words carefully so you can ask for the order at the end of the sales process naturally, smoothly, and impactfully.

 

Closing the Sale

Endgame to Selling

3 Killer Secrets for Closing the Sale

14 Closing Techniques

 

 

 

 

Build steps. At the end of each section of your sales conversation, ask a feedback question like, "How does this sound to you so far?" If the prospect agrees that it sounds pretty good, you say, "Well then, the next step is..."

 

Virtuous Spiral

Waltz Up with consents and objections

 

 

Directive Close: Be a Helper Seller, Dicetive Close  

Be a helper – show the prospects a simple step-by-step process and walk them through the experience of assessing, testing, and buying.

Describe the plan of action and the next step.

Keep the initiative to maintain control of the selling process and to wrap it up at mutually convenient pace and speed.

 

 

 

Remove objections. The prospect can ask any questions that he might have. Listen actively and be a coach. If for any reason the prospect objects, you answer the objection completely and then move forward.

 

Sell Benefits

Solve Problems

Persuade

 

 

Sales Presentation: Sell Twin Benefits, Dicetive Close  

Ask for the Order

If you do not ask for the order at the end of the sales process, the customer can cool down quickly, or change s/his mind, or even forget why it was that s/he was so eager to make the purchase in the first place.

So, do as the Russian proverb says: "Forge a sword while the iron is hot."

 

 

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