The “Artisan” Close
Technique In the ‘Artisan Close’, the sales person emphasizes the art, skill and ability that has gone into the creation of the product or service that is being sold. Examples This Kitchen Mixer has been designed by skilled engineers and designers who have literally thousands of hours of study behind them. It may seem like […]
The “Affordable” Close
Technique Close out any objections they have about price by making sure they can afford it. Find how much they can afford. Then show that you have a finance plan that fits their capability to pay. Bring in other factors to reframe the real price, such as lifetime costs. Show the price of not buying – for […]
The “Companion” Close
One of the nice things about selling promotional products is that many of your customers may be small businesses; that could mean that you end up selling to a “couple” or business partners on a number of occasions. This presents a great closing opportunity: The Companion close. By creating an ally on the other side of […]
The “Testimonial” Close
Technique Use a happy customer to convince the other person. Show them letters from happy customers. Have the letters on the wall. If you are using the name of the happy customer, make sure they agree to you doing this. Otherwise you will have to use an anonymous reference, such as ‘satisfied customer from Birmingham’ […]
The “Alternative” Close
From time to time in the course of making a sale, you come across an objection that the product you’re offering is not what the client is looking for. When this happens you need to change course quickly and adapt to what they want to buy, from what you want to sell. Technique The alternative […]
Case Study: The Food Industry
End Buyer: Amigos Caliente, Specialty tobasco product Goal of the event/promotion: Enhance new product launch Type of event/promotion: Live event at local food fair. Strategy: Wanted an attention grabbing promotion that directly tied into the experience of the new tobasco sauce. They wanted to create a buzz and experience people will not forget even after they leave the […]
Case Study: The Energy Industry
As part of our ongoing series of sales case studies; today we present: Industry: Energy Industry End Buyer: CHEVRON, Refineries Goal of the event/promotion: Promote Safety and Wellness Type of event/promotion: On-going promotion within organization Strategy: Wanted a practical product that directly tied into safety & wellness program. The product must be used and seen as […]
The “Golden Bridge” Close
Finding the right closing technique can be difficult; sizing up your opponent (read client) in the war of words that is sales can give you an advantage over getting past objections and getting to Yes. Lead them down the path the you want and eventually it will become their path. The difficulty of tactical maneuvering […]
The Contest Winners are….
The “Give-Take” Close
One of the most important stages of selling is closing the deal, which is the actions taken by the sales person to gain agreement to the sale. There are many closing techniques in sales, which are prescribed actions that sales people take to persuade the customer to make the necessary commitment. Technique Offer them something attractive, […]
The “1-2-3” Close
If you find yourself in a long winded pitch, it may be necessary to summarize your bullet points to your client. Try the 1-2-3 close to remind them in nice short terms why they should buy from you now. Technique Summarize in sets of three items. We will give you this, that and the other. […]
Where Have You Gone Carrie Bradshaw?
From 1998 to 2004, 94 episodes in all, Ms. Bradshaw, arguably the most famous single women in the history of history was fiercely loyal to her MacBook.
The “Empty-Offer” Close
Have you ever wondered how you could create that need and be ready to fill it for your customers? The “empty-offer” close takes care of that, make the need apparent by illustrating that without your product they are unable to respond to a completely different need. Technique Make them a very kind offer that they […]
The “Quality” Close
Getting to “Yes” can’t always be about dropping your price. From time to time, you need to remind your customers that they “get what they pay for….” Take the price objection as an opportunity to remind your clients that your quality makes the lowest price difficult to achieve, but the value built into your price […]
The Daily Lip
Leesh’a•bul(s) blog is now “The Daily Lip”. After months of market research, demographics testing and tens of dollars spent, we decided that “The Daily Lip” was both relevant to our industry and products, as well as our daily commitment to bringing you information about promotional products sales and marketing….Okay, actually one of our salespeople came […]
The “Bracket” Close
Sometimes all it takes to get to “yes” are options. By carefully crafting your pitch, you can present different options to your client with your target sale in the middle, being the most attractive one. When the sale is presented as a matter of “which of these three is best for you?” you’ve already placed […]
Promotional Items – Case Studies
We’re adding a new series to our blog posts: Case Studies for Sales. Personal care promotional products can be a tough pitch, we want to make it easy. Follow our series on real case studies, pitches that work, and new ideas to get your sales team revved up. [gview file=”https://promotional.oralabs.com/blog/ppt/casestudy1.ppt”]
The “Summary” Close
Need a new way to close your client? Try the “Summary” close. Sometimes all it takes is a simple review of the features, functions and benefits to get to “Yes” Technique Summarize the list of benefits that the other person will receive, telling them the full extent of what they are getting for their money. […]
The “Yes-Set” Close
Sales can be fun if you know actual closes when the customer doesn’t come to you with their wallet already open. There is a real art to sales, select your brush wisely! Technique Ask them several questions where the answer is easy to answer and is ‘yes’. Then tag on the question at the end […]
Let’s Get It Started!
We are so glad you found our blog, and we are really excited to get it going…… Since we are all in the business of business, we thought it would be fun and informative to do a series of posts on “the close”. As salespeople (and we all are, even if that’s not our title) […]