I found this list of closing techniques that may help some of you in sales. One of the most common things that is the behavior for granite fabricators moving into the retail or b2c Space is that they do not have formal sales experience. They have been doing referral work for so long that any sales skills that they may have had at one time are a little rusty.

I found this list to be a good list of refreshers for ways to move a customer through he process. Because when you start to deal with the customer directly its not going to be a lay-up like it is with referrals.

each topic links over to the content creator. I don't endorse any of the materials found on the other site other than the format and the delivery of the topic is easy to consume.

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One of the most important stages of selling is closing the deal, which is the

actions taken by the sales person to gain agreement to the sale. There are many

closing techniques in sales, which are prescribed actions that sales people take

to persuade the customer to make the necessary commitment. Here are some of

these: (source: changingminds.org)

 

 

 

 

 

 

 

 

 

 

 

 

    • Bracket Close - make three offers - with the target in the middle.

 

 

 

 

 

 

 

 

 

 

 

 

 

    • Doubt Close - show you doubt the product and let them disagree.

 

 

 

 

    • Empathy Close - empathize with them, then sell to your new friend.

 

 

 

 

 

 

 

 

 

 

 

 

    • IQ Close - say how this is for intelligent people.

 

 

 

 

 

 

 

 

    • Puppy Close - acting cute to invoke sympathy and a nurturing response.

 

 

 

 

 

 

 

 

 

 

 

 

    • Summary Close - tell them all the things they are going to receive.

 

 

 

 

    • Treat Close - persuade them to 'give themselves a treat'.

 

 

 

 

    • Yes-set Close - get them saying 'yes' and they'll keep saying 'yes'.

 

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