How to use Buying signals to close The sale

Personal Development

By Kay Fitzgerald
Published January 05. 2021

Buying signals indicate that the prospective customer is waiting for you to ask for the sale 

ON THE TELEPHONE THESE WILL BE VERBAL SIGNALS SUCH AS:


– CAN THIS BE PAID FOR ON MONTHLY DIRECT DEBIT?

– 
WHERE DO I NEED TO GO FOR THE MEDICAL?

Other Verbal signals include:

– THERE IS A FULL GUARANTEE WITH THIS PRODUCT ISN’T THERE?

– DO YOU HAVE THE LARGER SIZE IN STOCK?

To check that you have read the buying signals correctly, use the test close by asking questions such as:

How does that feel to you?

- IS THERE ANYTHING ELSE YOU WOULD LIKE TO ASK ME?

- DO YOU HAVE A START DATE IN MIND?

- DO YOU WANT IT SHIPPED TO YOUR HOME OR OFFICE?

Timing is important

You can only close the sale if you have convinced the customer that what you are offering is absolutely the best solution for them and then ask for the order 

If you ask for the order before proving that your solution is best then you will start to build resistance 

Closing The Sale

01

There are three types of close:

Assumptive Close
Use this when there are buying signals but you do not want to risk a ‘No!’ from the customer - e.g.,  ‘Which room were you planning to install the system in?’

Choice Close
Let the customer design his own product by asking final questions such as ‘Do you want the same level of cover for both your wife and yourself’

TYpes Of Close

02

Payment Option Close
Offer the options then pause and let the customer choose -- ‘Would you prefer to pay by credit card or by cheque?’

TYpes Of Close

02

The close must be framed

This is achieved by:

Take items agreed as important during the call between the customer and yourself 

Focus on 3 or 4 of them and link them to the features and benefits  of your product 

Framing the Close

03

Pitfalls to be aware of

Do not change pace 

Do not sound over-eager to close the sale 

Don’t sound anxious
 
Don’t over-talk and go back into the sales pitch 

Don’t suddenly become some-one else!

Pitfalls in closing  the sale

04

The address close

The ‘Let me take a note of that’ close
 
The ‘If I , will you ?’ close 

The credible history close 

The money close 

The choice close 

Effective closing techniques

05

Closing a sale can be achieved by using one-liners as simple as:

OK?

Do you have any more questions?

Does that sound good to you?

How do you feel about that?

So there isn’t any reason why you wouldn’t take out a policy with us today?

Effective closing techniques

06

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