MKT 340 Lecture Notes - Lecture 11: Visual Learning, No Surprises

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magentadolphin426

6 Jun 2018

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I. OBTAINING COMMITMENT

Importance of Closing: should be no more than 10% of the sales topic

When to Attempt It: when to attempt to close early?

Buyers Comments: Whe the liet starts talkig aout he the’re read to

u (if there’s athig left i your presentation of a material nature, you have

to tell the client)

Nonverbal cues: he soeoe’s od laguage suggest that the’re read to

buy

How to successfully obtain it:

Positive attitude: epet it to happe. Ol e surprised he it does’t

Let the customer set the pace

Be assertive (conviction in beliefs which translate to the listener) not aggressive

Sell the right item in the right amounts: for eer dollar sold aoe the uer’s

eed, uer’s reorse ill irease epoetiall

Methods

Qualifications: See previous notes

Yours versus ours: (only for visual learners)

YOURS

OURS

Cost

Benefits

If you do not fulfill YOUR responsibility, our responsibility becomes yours

Post-Closing Behavior to Embrace

No surprises: At like ou’e ee there efore.

Congratulate on the Choice:Find a non-cheesy way to bring them into your

corporate family

Get Referrals

Post-Closing Behavior to Avoid

Super bowl: when the agent is so excited about closing that they make it weird

World’s Fastest Hua: when the salesperson breaks the world record for

ruig as fast as the a fro the liet’s house to the ar ad eer to e

seen again (hunter not famer)

Reasons for Failure

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MKT 340 Lecture Notes - Lecture 11: Visual Learning, No Surprises

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