The close is the natural conclusion to a well delivered sales presentation.
Selling is like mental chess.
Selling is a thinking man’s game.
Selling is a thinking woman’s game.
You must enter the presentation with a clear intention in mind.
Selling is about leading.
The confused mind doesn’t buy.
The final close is when the decision happens. You must be clear of how you are going to ask for the order. It is like saying – Will you marry me? That is the final close.
Many people try to close the sale prior to building enough value in the sales presentation.
The customer has a mental teeter totter. On one side is price and on the other side is value. The customer must perceive the value is higher than the price.
How can I add even move value in my sales presentation?
How can I communicate more value in my sales presentation?
Here are a few ways you can do this.
Show the prospect the lifetime value of your product or service. One way I do this with sales scripting training is I let the prospect know that once the script is created they can use it forever.
Show the prospect other ways they can benefit from your product or service. One way I do this when I am selling my goal setting CDs is I let people know they can share the CDs with their children.
Take the prospect on a mental test drive. Have them experience the benefits of your product or service in there mind. Use the key word imagine. Imagine how your life will be different when you currently home is sold and you are now living in your new home. How will that feel.
New distinction - Customer Profit
When you make a sale your company makes a profit. The profit is the price minus the expenses. There is a also a customer profit. The formula for customer profit is
Perceived Value minus Price
Look for ways to increase the perceived value of your product or service and then how to communicate that in the presentation.
Email your sales presentation questions to firstname.lastname@example.org.