A Master Class in Closing Sales V1 by James Xavier - HTML preview

Part 3: The Master Close Step-by-Step

Bring it to a Logical Conclusion - Paying is merely a formality

If you have done everything that we have discussed in the previous steps then in many

cases closing the sale should be a mere formality. Meaning, the final conversation could

look something like the following.

Sales Rep: How did you go with the information/contract/proposal?

Prospect: Yes, no problem lets do it/I’ve already signed it and sent it back to

you/yes just send me the invoice

Many times I’ve put so much effort and thought into all the conversations leading into the close that the prospect is ready to buy or they in fact contact me ready to go.

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Closing Conversation Structure Flowchart

When closing a sale the conversation structure you should use is in the following closing

conversation flowchart.

“How did you

go with the

Information?”

Answer

questions

Worst Case

and/or Best

Overcome

Case Personal

the

Plan

Visualisation

objection

Hesitation with

Trial Close:

“Ok, I’m

Prospect

no specific

organising it for

Objection

objection

you”

No Objection

Finalise sale by taking

payment details/getting

contract signed/getting

Purchase Order number. Etc

Change the

subject and finish

the conversation

Closing Conversation example

Sales Rep: Hi John, it’s Shawn from Delta College, how are you?

Prospect: Not bad, how are you?

Sales Rep: Yeah not bad, how did you go with that proposal I send over?

Prospect: Um, yeah it was good, but I have a few questions

Sales Rep: Yes of course, let’s go through them

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www.SalesVision.com.au is a business wholly owned and operated by ViSteps Pty Ltd.

Prospect: Ok, as you know I don’t have internet access at home so I will need a place to

study, so I’ll have access to the college resources and library when ever I want, right?

Sales Rep: Yes, that’s right we are open from 7am to 11pm, 7 days per week. That will be

especially good for you, because during the week your classes normally will end at 6pm, so you can stay and work up until 11pm. That’s what you want right?

Prospect: Yes, that’s right.

Sales Rep: Ok, that’s good, so, don’t forget the plan for you is to do your regular class

hours during the day, then do your individual study in the resource centre after that;

you’re going to be in a situation where you have everything you need to get a high mark

and get certified.

So, after you get certified in June, we’ll help optimise your resume, we’ll then send you to see our recruitment partners, and if everything goes to plan you can get into a

professional project management position by the end of this year. That’s what you want

right?

Prospect: Yes, that’s it.

Sales Rep: Ok, let me do this enrolment form for you

Prospect: Ok

Sales Rep: So, you will pay with a credit card is that right?

Prospect: um, yes I guess so; you mean you want me to enrol now?

Sales Rep: Yes, I will enrol you now, because as you said yesterday, you’ve been looking

for a job for 6 months; you’ve applied for over 100 jobs and had only 2 interviews.

The problem is that, I just don’t want you to be in a situation where I call you in 12

months from now and you’re still looking for a job. The problem is that I find that a lot of people give up after 12 months and become long term unemployed. Do you know what I

mean?

Prospect: um, yes, yeah I don’t want that to happen.

Sales Rep: Ok, I’ve filled in the form for you. So you said you wanted to use your credit

card, is it a Visa or Mastercard?

Prospect: um, I’ll pay with my Visa Card.

Sales Rep: Ok, what’s the expiry date?

Prospect: 16 April 2018

Sales Rep: Ok, what’s the card number?

Prospect: 4569 28…. So, you are going to get me an interview with a recruitment agency?

Sales Rep: Yes that’s right. When you finish the course successfully, the first thing we do is help you re-write your resume. These days you need a highly optimised resume in order to

get a phone interview.

Then, we organise a face-to-face interview with 2 recruitment agencies, these agencies are 2 of the top project management recruiters in the country. That’s what you wanted, right?

Prospect: Yes, exactly.

Sales Rep: Ok, good, don’t forget the reason we are doing this is that, I don’t want you to be in a situation where I call you in 12 months from now and you are still unemployed. The

© 2014 ViSteps Pty Ltd. All rights reserved.

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www.SalesVision.com.au is a business wholly owned and operated by ViSteps Pty Ltd.

problem is that I find that a lot of people give up after 12 months and become long term

unemployed. Do you know what I mean?

Prospect: um, yes, yeah you’re right.

Sales Rep: Ok, so you have given me half your credit card number 4569 28, what’s the

rest?

Prospect: 4569 2845 2000 000

Sales Rep: Ok, I will have that enrolment and receipt of payment sent to you shortly. The

next step is that I will contact you tomorrow with your welcome kit, so you enjoy the rest of the afternoon, and we’ll talk tomorrow at about 4pm ok.

Prospect: great, I’ll talk to you then.

Sales Rep: Ok, bye.

Leave it alone

When the sale has been agreed upon, you should either change the subject to something

that has nothing to do with the sale, or you should finish as quickly as courtesy will permit.

You don’t want the prospect to say:

“On second thoughts just hold off on that for a few days, I have to talk to the HR

Manager”

“Maybe I should check with my dentist’s sister, she said she knows a lot about it”

“You know, now that you bring that up, maybe I should wait another 6 months,

when the new Financial Manager starts”

Do not under any circumstances continue on discussing the deal or your product. This will

only bring up more questions and more hesitations. The prospect has already received all

the product and deal information, any questions they have now are merely hesitations.

Conclusion

By continually analysing and tweaking your sales method and style, you’ll be able to

continually make improvements.

There are 1000’s of variables in any sales cycle, many are outside or your control, the key is to identify what you can control and then work to master them.

In any conversation there are literally infinite possibilities in the words that could be

spoken. Words and conversations must be crafted; the better you are at crafting them, the

better your outcomes will be.

I hope you have got some useful information out of this abridged ebook version. We are

currently in negotiations to publish the full version of this book, so look out for it in the future.

We also offer our own face to face Sales Training through our company:

www.SalesVision.com.au

We are based out of Australia, please feel free to contact us through our website; we’d

love to hear from you.

Good luck with your Sales!

© 2014 ViSteps Pty Ltd. All rights reserved.

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www.SalesVision.com.au is a business wholly owned and operated by ViSteps Pty Ltd.