Module Twenty-Five SEVEN KEY CLOSING TECHNIQUES and DEVELOPING REFERRALS doc

Module
Twenty-Five
Overview
Module Twenty-Five
SEVEN KEY CLOSING
TECHNIQUES
and
DEVELOPING REFERRALS
Closing the
sale-asking
for
action-is
an important skill that needs
continual development. The average salesperson attempts to close a sale only
once-yet
in fact, 80%
of
sales are closed after five closing attempts!
In
order
to
be
successful, salespeople must develop their closing skills so that they
have a variety
of
closing techniques at their fingertips.
The purpose
of
this module is to develop your skills in closing a sale
by
instructing you in the use

of
seven excellent closing techniques.
Objectives
After completing this session, you will be able to:
€I
Explain each
of
the seven closing techniques.
€I
Give
an
example
of
how to use each one.
© 1994 by Brian Tracy. All rights reserved.
The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission
of
Brian Tracy.
213
Module Twenty-Five
Module
Twenty-Five
SEVEN KEY CLOSING TECHNIQUES
Listening
Guide
A question to keep in mind:
1. What techniques can you use to close your sales more easily?
Notes
Key Points:
1. The average sale

is
closed after the
____
time
you have asked for the order.
2. The Key Closing Techniques are:
(1) The
__________
Close
- Why
don't
you / give it a
____
?
(2) The
__________
Close
- This assumes that the person has said
"yes"
and goes on to wrap up the details.
(3) The
__________
Close
- The Alternative Close forces the prospect to
tell you where you are by offering a choice
between something and nothing.
- Remember the
_______
_
Principle:

Show the most expensive item first.
(4) The
__________
Close
- It is also called a
________
_
Close where you close on a minor point.
© 1994
by
Brian Tracy. All rights reserved.
The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission
of
Brian Tracy.
214
(5) The
__________
Close
You
can
use the Puppy Dog Close whenever
you can give a
pers.on an opportunity to try
your product.
(6) The
__________
Close
The
Ben
Franklin Close encourages the

prospect to look at the pros and the cons.
It is also called the
"T
Close".
+
(7) The
__________
Close
- This close uses the process
of
incremental
commitment.
3. There are several variations
of
these closes, but the
most important
of
all is
__________
_
This is called the "
____________
"
Method.
Progress always involves risk;
you can't steal second base and
keep your foot on first.
Frederich Wilcox
© 1994 by Brian Tracy. All rights reserved.
Module Twenty-Five

Notes
The contents, or parts thereof, may not be reproduced
in
any form for any purpose without the written permission
of
Brian Tracy.
215
Module
Twenty-Five
APPLICA
TION
EXERCISES
Your sales will increase 40% just by ASKING for a buying decision at
the end
of
your sales presentation.
Below, choose five ways that you can close a sale for your product or
service and then write them out word for word.
1. Invitational Close:
2. Assumption Close:
3. Alternative Close:
4. Secondary Close:
© 1994 by Brian Tracy. All rights reserved.
The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission
of
Brian Tracy.
216
Module Twenty-Five
5. Puppy Dog Close (free sample, test, demonstration):
6. Ben Franklin Close (list all reasons in favor):

7. Relevant
Story Close:
8. Asking for referrals:
Action Commitment
The one specific action that I will take as a result
of
what I have learned in this
seSSIOn
IS:
© 1994 by Brian Tracy. All rights reserved.
The contents,
or
parts thereof, may not be reproduced in any form for any purpose without the written permission
of
Brian Tracy.
217
Module
Twenty-Five
PUTTING
OUR
CLOSING
TECHNIQUES
TO
USE
In
this module, we were introduced to seven key closing techniques.
Memorizing the techniques word for word
is
one thing, but using them
smoothly

is
quite another.
It
takes practice. The purpose
of
this activity is to
give you some practice in using these various closes in a relaxed atmosphere
rather than having you try them on for size for the first time with a prospect.
For this role play activity, your group will be divided into pairs. The role
play will be conducted twice. For one round you will have the opportunity to
play the part
of
a prospect and for the other round, you will have the
opportunity to play yourself as a
salesperson. The directions for the activity
are below:
As
the salesperson:
1. Select three
of
the seven closing techniques that you would like to
try.
2. Select a product or service to "sell" to your partner, the prospect.
3. You will have five minutes to make the sale.
In
doing so, you must
give a very brief, abbreviated sales presentation so your partner will
know what you're selling, and then you must attempt to close the
sale using the three techniques you have selected.
As

the prospect:
1. Listen to your partner's sales presentation.
Be
attentive and
interested.
2. Do not buy with the first or second closing.
3.
If
your partner has done a good job and you're truly interested by
the third closing technique, then agree to buy.
4. Be prepared to give your partner some feedback on his/her
performance. With the basic understanding that there was very little
time to prepare:
Were the closing techniques used appropriately?
How did you feel
as
the prospect?
What can you suggest to your partner that could
improve his/her techniques?
© 1994 by Brian Tracy. All rights reserved.
The contents, or parts thereof, may not
be
reproduced in any form for any purpose without the written permission
of
Brian Tracy.
218
Module
Twenty-Five
SELF
-STUDY

IRE
VIEW
1.
When
should
an
Invitational
Close
be
used?
Give
an
example:
2.
What's
an
Assumption
Close?
Give
an
example:
3.
What's
an
Alternative
Close?
Give
an
example:
4.

What's
a
Secondary
Close?
© 1994 by Brian Tracy. All rights reserved.
The contents,
or
parts thereof, may not be reproduced
in
any form for any purpose without the written permission
of
Brian Tracy.
219
Module
Twenty-Five
Give an example:
5. What's the Puppy Dog Close?
6. What's the Ben Franklin Close?
How
is
it done:
7. What's the
Order Sheet Close?
How
is
it done?
© 1994
by
Brian Tracy. All rights reserved.
The contents, or parts thereof, may not

be
reproduced
in
any form for any purpose without the written permission
of
Brian Tracy.
220