About This Chapter
Closing Sales - Chapter Summary
Closing a sale in business requires understanding buyer signals, price objections and sales resistance. Salespeople can also benefit from understanding the art of persuasion and knowing how to build customer relationships that prompt future sales. This chapter offers a comprehensive overview of these concepts by examining topics that include:
- How to interpret and respond to signals from buyers
- Types of sales resistance
- Ways to respond to price resistance and objections
- Upselling for additional revenue
- Tips for closing a sale and providing ongoing service
Feel free to include any lessons in your corporate training sessions that can enhance your employees' understanding of ways to close sales. Anyone who can't attend the sessions or wants to access lessons at a later time can do so independently using any computer or mobile device. Short quizzes are available to check your employees' knowledge of the lessons.
How It Helps
- Boosts employee confidence: This chapter offers strategies that will help your employees feel more confident in their ability to close sales.
- Strengthens customer relations: Lessons help your employees better understand your customers, which can improve relationships and loyalty.
- Increases revenue: Learning how to overcome price and sales resistance and utilizing strategies like upselling will help your employees increase revenue for your business.
By completing this chapter, your employees will be ready to:
- Interpret and respond to body language and other signals buyers display during a sale
- Define and discuss reasons customers might have a resistance to salespeople
- Respond to price resistance and turn a stall into a sale
- Utilize upselling techniques to create additional revenue
- Close a sale successfully and develop partnerships with customers
1. Interpreting & Responding to Signals from Buyers
Your customers are giving signals about their buying intentions with their body language and actions - are you picking up on them? In this lesson, we'll give you an understanding of body language from the customer's side and your side.
2. Sales Resistance: Definition & Example
Every sales rep experiences sales resistance at times. This lesson will help you to understand how customers exhibit sales resistance and learn how to overcome it.
3. Responding to Price Resistance & Objections in Sales
You're a salesperson in the showroom and your customer says, 'This is too expensive.' What happens next? In this lesson, we'll examine objection handling and how to turn stalls into sales.
4. Creating Additional Revenue Through Upselling
In this lesson, you'll learn some techniques you can use to help you upsell, as well as the ethical issues you need to keep in mind to make upselling a profitable option for you.
5. How to Close a Sale & Provide Ongoing Service
What's the most reliable way to close a sale with minimum drama? Work the sales process properly throughout the deal. In this lesson, we'll examine what steps you should be taking to make a sale and what to do afterwards.
6. Practical Application: Applying Upselling Techniques
Upselling is a way of increasing revenue by providing additional benefits to your customer. Use this guide to help you practice identify upselling techniques you can use in an imaginary scenario.
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