Sales & Marketing Management

The term closing on the objection, means to close the sale by using
information provide by customers in their objection. The word close in the
context of sales means to finalize. It is used a number of ways including
referring to someone who is good at finalizing sales as a closer.

Always use good questioning techniques in handling objections.

Remember, objections result from lack of information.

Involve the prospect! Allow plenty of opportunity to interact.

The close

There are a number of ways to close a sale. One of the best ways, particularly
when selling a concept or professional service, is objection elimination through
good questioning techniques. [Refer to The Art of Selling]

So that no matter which choice is made, the customer gets what they need and
the company makes a sale. In other words, every one wins.

The close is the most difficult phase to master. It requires finesse and
aggressiveness. The reason sales are often lost is because:

Û The customer was never asked to buy. Why weren't they asked?

Û The salesperson was afraid the customer would say no.

Û The salesperson didn't ask for the order

After asking for the order, be silent. Your silence demands a response from the
prospect. Any further talk and you risk talking yourself out of the sale.

Points to remember during the closing phase are:

Create an air of excitement

Maintain an air of excitement

Maintain a sense of urgency or fear of loss

Handle objections effectively with good questioning techniques

Attack procrastination in arriving at a decision by clients/customers by

helping them to narrow the choices

Test the waters with several trial closes

Use alternate choice closes—everyone wins!