How_To_Close_A_Sales_Call_Closing_Of_Sales_Call

Closing Of Sales Call

Introduction

Once we know that the customer understands how our product and service can serve their needs, the next step is closing. This is a critical step that needs extreme skill to complete successfully.

Closing is necessary to get the customer’s commitment to buy and use our product but, along the way, it is also an essential skill for getting the customer’s commitment to certain steps in the buying process and for the adoption of our products info the customer’s regular prescribing habits.

When To Close

The right time to close is when:

• You have uncovered and satisfied the customer’s needs
• The customer give you buying signals (verbal and non-verbal) because you can fill their needs with benefits. 

In order words, we close when the customer has ‘bought’, when they have taken mental ownership.

Sometime a customer is unsure, and delay to buy. This can be the result of mistakes made when closing. If you attempt to close too early, you, the salesperson, could be seen as pushy and aggressive. This is the classic hard-sell approach in which the salesperson seems to the customer to be interested only in himself. But if you attempt to close too late, you could seem like an unprofessional salesperson who also shows no interest in the customer.

When the customer is trying to delay making a commitment to buy, he/she will make comment like:

• “I am too busy right now…”
• “I have to ask the other doctors in the clinic…” 
• “I have a lot of stock now, come back later.” 

At this point we would need to clarify if there are other needs that we have not discovered by exploring further with questions like:

• “is there anything else I should know?”
• “When can you arrange a meeting with the other doctors?”
• “why are you worried about that order now?” 

If the customer has a problem you might still be able to resolve it. Be prepared with an alternative objective as the customer may not be able to order your product on that specific day, but he/she might commit to an order the following week.

When the customer says NO

Continue to explore to see if there are any further needs or concerns.

When it is clear that the customer has no need for your product   

Respect the customer’s answer and thank him/her for their time.

How To Close

Remind the customer of the accepted benefits
The first step in closing is to review briefly benefits that have been accepted by the customer in a natural, comfortable and easy way.

For example:          “Dr., we discussed and agreed that acute infection cases can be treated very successfully with this injection with a cure rate of 97% as it kills all infection causing bacteria.”

Suggest future plan

After you have reminded your customer of the accepted benefits, the next step is to suggest a future plan for you and your customer.

For example:             “I’d like to request you to treat at least to acute infection cases daily for the next one month. That way you would be able to judge for yourself how effective our injection is in the treatment of infection.”

Gain agreement

After you have suggested a future plan for you and your customer, the way to ensure that the customer accepts the plan you have outline is to gain agreement.

For example: “Does that seem appropriate to you?”

“How does that sound?”

“How many cases of acute infection would you expect to see in the next one month?”

Methods of closing

1. Direct Close

If you walk through the door and the customer is ready to buy (has taken mental ownership), close then and there.

“I will send you five box of ABC tablet tomorrow.”

2. Alternative close

“Can I send you five box or would ten be better?”

3. Physical close

After discussion, when it is clear that the customer has accepted your benefits, start to fill out the order form, and phone the distributor of his choice.

4. The trial close

The trial close (TC) acts as the salesperson’s thermometer and can be used at any time to check the customer’s ‘buying temperature’. The TC differs from the close in that timing is not important. You can try a TC at any time, while you can only close successfully when the time is right. The reason for this is that the purpose of the close is to ask for a decision, while the purpose of the trial close is to ask for an opinion.

CLOSING SUMMARY

Objective

To agree on a future plan with your customer.

When to close

When a customer gives you buying signs and accepts the relevant benefits of your product or service.

How to close

Remind the customer of the accepted benefits.
Suggest a future plan.
Gain agreement.


In this post we have learn about how to Close A Sales Closing Of Sales Call this lesson is very useful for us if we are a professional salesperson. 

if we have done this part it means we have go to right direction with customer 

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