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11 Proven Sales Strategies to Help You Close The Deal By Abe
Cherian Copyright ? 2005

There are a number of sales closing strategies that you can
learn with different ones applied in different situations. Each
salesperson might be more comfortable with one or another. As a
business owner, you want to be certain that you and your
salespeople become exposed to a number of different strategies
so they can choose the one they prefer depending on different
situations.

First you must understand that before you can assist your
prospect in identifying the advantages of buying your products
or services, you must also instruct them of the disadvantages.

Then you and the prospect analyze the items on your list and
identify the strengths and advantages while overcoming the
disadvantages.

The goal here is for the advantages to outweigh the
disadvantages and close the deal.

The take it with them close- This allows the prospect to
actually take the product home or try out the product. The idea
is that once this happens, the prospect will be unable to part
with the product and must have it.

There is a story about a salesmen who sold pet dogs. The
salesman said “Here, take this home and give me a call in a
week. If you don’t want it, I’ll come and get it”. Once that dog
was there and the young son fell in love with it, there was no
way that dog was going back.

Subject To Approval Close- This allows a salesperson to
actually close a sale, but do so subject to certain
contingencies. In other words, it’s up to the salesperson at
this point to really do some work when possible to assist the
prospect in removing contingencies thereby making the sale
official. .

Take Away Close- I prefer this one. It’s human nature to want
what one can’t have. The salesperson says things like, “This
product isn’t for everyone. It’s a certain kind of person who
can appreciate this service.”

The Standby Feel Close- This approach is intended to establish
empathy with your prospect’s situation in an effort to persuade
them that you or a prior customer has actually dealt with their
situation.

The Order Form Close- Sometimes the prospect might need a
little encouragement and It’s useful to actually take your order
form or contract and put it in ftont of your prospect. Tell them
to complete a section and you’ll complete the rest.

Never say, “Sign the contract”, which has a very negative
connotation. It appears too binding and rigid to your prospect

If they haven’t heard enough reason to buy, you then say “”If We
Do This, Will You Buy?” you must identify what it will take for
the prospect to break down and buy.

Presumptive Close- Under this method you actually go on the
assumption or presumption that the prospect has already decided
to buy. You might talk about how a prospect will enjoy the
product or service or how the benefits might be enjoyed.

When the prospect gets in the habit of talking, feeling and
thinking like they already have the item, the sale is almost all
but completed.

Informational Close- If your products or services is such that
your prospect needs more information in order to make up their
mind, then the more relevant information you can share the more
likely the prospect is to buy.

Overcoming Objectives Close- You can identify the prospect’s
specific objections to buying and focus on ways to overcome
those objections. As you successfully accomplish this task, the
close will follow right afterwards.

Instructional Close- If the close requires the buyer to know
how to use your products or services, it is critical that you
provide detailed instructions where applicable.

Directive Close- This is when you actually talk to your
prospect and tell them exactly what to do. Direct Them to go
over and sign up. They will respond by buying when told to do
so. It’s one of the easiest ways to make a sale.

Exclusive Close- You indicate in all the marketing you do that
your products or services are very exclusive. Lock the doors and
only allow customers and referrals to enter. Soon you’ll find
they want it because everyone wants in. Whatever the strategies
you and your employees learn and implement, all awareness that
sales strategies are available is essential to go a long way in
your business sales efforts.

Abe Cherian
http://www.articlesbase.com/business-articles/11-proven-sales-strategies-to-help-you-close-the-deal-517.html

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