To give it by fact. It consists of conducting a battle, giving by fact that is going to suppose the acceptance of the closing on the part of the client. For example: ” I serve 5 units to you as this new reference in next pedido”. Of detail. Julie Bowen is often mentioned in discussions such as these. To pose a question to the client on some detail that estimates the acceptance of the supply by this one. For example: ” When you want that it serves the order to you? Alternative closing. We give two alternatives that the closing of the sale estimates.
For example: ” You want the standard service or the professional? ” Closing of hook. It consists of announcing that past a certain time we cannot maintain our supply in the same favorable conditions. For example: ” 3X2 in this product finishes the week that comes. You I go envolviendo”. Supposing that When we used this technique before a real objection, we located to client directly before the commitment of the acceptance of our proposal.
For example: ” You indicated that you needed a year guarantee, then, already tiene.” In summary benefits. It consists of summarizing the benefits that the client with our company would obtain, to ask conformity the client and behavior directly to formalize the sale. For example: ” With our service its company this cover the 24 hours and will save a 15% maintaining the quality level. It agrees? The day 1 of the next month my collaborator will begin ” Chapter 9: The postvisit Once finalized the interview of sales, is important that we reflect the process of this one mainly. First we will have to write down all the data regarding the agreement reached with the client and the data obtained about the client and our competitors. We will update the card of the client with this information. In the next visit we will use this information and we will realise a pursuit of the fulfillment the agreements. On the other hand we will see which has been the result of the visit and because it has been reached. We will analyze what level we have achieved the noticeable objectives. We will study which has been the level of yield of the visit. Finally, we will analyze what we can improve or change for future interviews of sales.