The multiple close technique should be a necessary part of every salesperson's technique if they want to advance their career in selling. You must set yourself up to learn how to make a series of trial closes in all of your interviews. In each of these trial closes you must attempt to ascertain whether or not the prospect is ready at that particular moment to make a decision to buy.
In this multiple close technique, a negative reply to a trial close should not be regarded as final. It merely indicates that at the time you present the trial close, the prospect is not ready to buy. An experienced salesperson can present as many as six to eight trial closes during the course of the interview. The great secret of closing is to try and try again until you accomplish the sale.
Since the multiple close technique calls for several attempts to close, the safe rule is to (now brace yourself because you probably have never heard this before - and I am being facetious, close early- close often- close late.) I love those words and never tire of hearing them or seeing them in print. So cliched but none the less so true. Believe in these words and your selling career will be on a very successful path. These words just can not be overused or over stated in importance.
Your own good judgment, based on the circumstances involved, must dictate when and how to make the necessary trial closes.
Trial closes come naturally and effectively at certain times:
A- After strong points in your presentation.
B- After overcoming an objection presented by the prospect.
C- At the end of the demonstration.
D- When the prospect tells you he is ready to buy.
These are the times when the prospect is most susceptible, so these are the times to practice the technique of trial closes.
Thank you
Joe D'Ambra
www.basicsofsales.com
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