Archive for category closing
Selling techniques - Cost Justification
Posted by John Arington in closing, presentation on April 17th, 2009
Selling anything becomes much easier when you know how to justify the price of your product or service. Cost justification is the art of making your transaction appear financially feasible to whoever you’re selling two.
For example, if you’re selling a car you might mention that the car will save the money on gas. If the payment on the new car will be lower than the payment they are currently paying, you can also add this in the equation. Perhaps the insurance for this vehicle is cheaper..
Make a list of all of the ways that your product can save your prospect money. Does your product or service reduce expenses? Tally up all of the numbers and keep adding ways that it saves a prospect money until it is equal to or greater than the total cost. When done properly, this technique will allow you to make your product appear to be free. As a tip, you have to make sure that your prospect agrees with you and get them to commit to the money saving figures you are presenting.
Once you justify the cost of the product, the sale will close itself.
The Easiest Way To Close
Posted by Clay Herrera in closing, presentation on April 15th, 2009
The best closing strategy is a good presentation. So here are a few pointers for making your presentation “knock it out of the park”.
Make Them Say “Yes” Throughout Your Demonstration
Ask closed ended, “say yes” questions. Maintain eye contact and nod your head when you do this. When done properly, this will get your prospect in a yes mood.
Explain all of the reasons that your prospect will benefit on all levels from your transaction. When you do this, remember that the most important things to a business owner are:
- To increase profits
- To save time
- To reduce expenses
That’s it - these are the only things a business owner cares about on a logical level. Focus on these three areas, and these three areas only when speaking to a “logically minded” person.
When you focus on these main motives, you won’t have to worry about anything else - you will be speaking the language of the business owner, and they will generally start saying “yes” automatically.
So when it comes closing time, if you have done everything else, the close is just about taking everything to its natural end. In other words, you are only asking for a decision, for finality.
Keep these things in mind during your next presentation.