Role Play

Instructor: Yashar Dehdashti, Ph.D.

Negotiating for Win-Win

Solutions

Prospecting & Sales Call Planning

Communicating the Sales Message

Closing & Follow-Up

Self- Management

VIDEO

Negotiating for Win-Win

Solutions

Prospecting & Sales Call Planning

Communicating the Sales Message

Closing & Follow-Up

Self- Management

 What is the ultimate goal in the selling process?

 Closing the sale means obtaining a commitment from the prospect or customer to make a purchase.

 Closing implies that the selling process has been successful in reaching its ultimate goal (i.e., customer purchase)

 Where in the selling process does the close happen?

 The close does not necessarily happen towards the end!  Closing can happen at any point in the selling process,

not just at the end of the sales presentation.

Negotiating for Win-Win

Solutions

Prospecting & Sales Call Planning

Communicating the Sales Message

Closing & Follow-Up

Self- Management

 Assumptive Close  The natural assumption of the salesperson is that s/he will

close  This method allows the salesperson to verbalize the

assumption of a sale to see if it’s correct:  “I can ship it to you on Monday. I’ll go ahead and

schedule that.”  “Let’s get this paperwork filled out so we can get the

order into the system.”  “You need Model 455 to meet your specifications. I’ll

call and reserve one for you.”

 Minor Point Close  Agreeing on something small might often lead to agreeing

with the whole deal

 “What color do you prefer?”  “Do you want to use our special credit terms?”  “When would you like our technical crew to do the

installation?”

 Direct Close  The most straightforward method of closing  Use it when the buyer shows strong buying signals

 “It sounds to me as though you are ready to make the buy. Let’s get the order into the system.”

 “If there are no more questions I can answer, I would sure like us to do business today. What do you say?”

 Summary of Benefits Close  It is formal  Appropriate when the seller feels s/he should review the

sale terms

 “Ms. Buyer, we’ve agreed that our product will substantially upgrade your technical capabilities, allow you to attract new business, and all the while save you money, isn’t that right? Let’s go ahead and place the order today. I will have my service technician out to train your staff next week.”

 Balance Sheet Close  Gets the salesperson directly involved in helping the

prospect see the pros and cons of purchasing  Creates a two column list: “Reasons for Buying” and

“Remaining Questions”  Helps find out what is holding the prospect back

 “Mr. Buyer, let’s take a few minutes to list out and summarize the reasons this purchase makes sense for you, and also list any remaining questions you may have. This will help us make the right decision.”

 Buy Now Close  Creates a sense of urgency with the buyer to purchase

immediately

 “We have a price increase on this product effective in two weeks. Orders placed today can be guaranteed to ship at the current price.”

 “My company is running a special this week. This product is currently 20% off the regular price.”

 “I’m almost out of stock on this product in our warehouse.”

 CLASS ASSIGNMENT  Get together in your chosen groups. 1. One group member should assume the role of the buyer

and another should assume the role of the seller. 2. Try two closing methods. Start with a method of your

choosing. The buyer does NOT agree. In the 2nd round, use the buy now close to convince the buyer.

3. The selling object is up to you. 4. Write down a scenario for the interactions between the

buyer and the seller. 5. Send the final video to me by 11:59 pm Fri (10/23).