when is it appropriate to ask for the order when closing a sales call. course hero

What is a good sales closing question?

Jan 16, 2021 · Always Be Closing does not mean always be closing the order or the deal. There are products and times where it’s appropriate to ask for the order on the first call,, but, it would often be ridiculous in Enterprise software sales. What it really means is to always be closing on the next step in the sales process.

Should you ask for the Order on the first call?

Jul 26, 2021 · Sales closing questions are used to seal the deal. These questions require direct answers which help sales reps better understand how a prospect is feeling about the deal. An example of a good sales closing question would be, 'It …

How should the closing of the sales call be structured?

Dec 14, 2011 · So, how should the closing of the sales call be structured? The answer is to create a primary closing strategy, utilize fallback positions, and select the appropriate technique to deliver the close.

What is a sales closing phrase?

Apr 20, 2017 · Learn about the Top 4 Sales Closing Techniques that will help you meet your sales quota. Claire McConnachie Spending all that time doing the leg work, researching prospects, building rapport and understanding a prospect’s unique needs all leads to one thing – the close.

What happens when you head into a closing conversation with a prospect?

No matter how impressed they seemed during your demo or how enthusiastic your champion is, there's always a chance you'll lose to the competition, they'll decide to postpone their decision until next quarter, or they'll ask for a price you can't deliver.

Why is fear a good closing tactic?

This closing tactic is most effective in situations where the consequences of not buying will actually harm the business, instead of simply allowing the status quo to continue. It's best to pair this line with external factors, such as new legislation or economic conditions, which prospects can't control.

What is a "rebound close"?

Similar to #2, but with one important caveat. The closing question in #2 assumes that the salesperson will resolve a prospect objection before they sign the contract. This closing technique-- called a "rebound close" -- promises that the rep will grant a special request after the prospect provides their John Hancock. This critical change in the closing timeframe reflects the difference between a deal-killing objection (that other vendors might be able to address) and a special favor (that other vendors will likely be similarly hesitant to grant).

What is an assumptive close?

The assumptive close is a sales tactic used to close a deal. The salesperson assumes the prospect has already agreed to buy and finishes the sale by saying something like, 'When should we get begin implementation?'

What is the old direct ask?

Ah, the old direct ask. Sometimes the simplest closing technique can be best, but other times it can come off as presumptive or pushy. A salesperson has to have a firm command of the situation and a high level of familiarity with their buyer to use this closing line successfully.

How to sell a product to a prospect?

1. Do your research. You need to understand your company's offering s so you can find the products and services that will work best for the prospect you're working with. And throughout the sales process, do your research on the prospect's company .

When in doubt, remind them of their goals?

If you're selling software that automates part of your prospect's widget manufacturing process, and you know they're approaching the Holiday season — their busiest and most productive time of year — remind them that if they implement by a certain date, they'll have the help they need to close more business themselves.

What is the primary closing strategy?

The answer is to create a primary closing strategy, utilize fallback positions, and select the appropriate technique to deliver the close. Your primary closing strategy should be based upon securing the main objective for the meeting.

What is a command in a fallback?

A command is an instructional statement that creates a binary type of yes or no response from the recipient.

What do sales reps need to know?

Sales reps need to find out everything possible about the client, their business, needs, issues, interests, and current solutions. Doing your homework will help you find great solutions and analyze factors that may potentially prevent or delay closing. Top sales recruiters and reps are always closing.

Is closing a sale a goal?

Closing a sale is the goal, and if you are good at it, you will be very successful. As sales headhunters, we know that unfortunately, the close is perhaps the most difficult aspect of the sales process. Getting people to commit is a challenge, even if it’s to a minimal order. Closing requires putting in the work.

The Assumptive Close

The assumptive close is the most generic and the one to use if you haven't been able to fit the prospect to a more customized close. After making the presentation and answering the prospect's questions, ask a question that assumes your prospect is about to buy the product. Here are a few examples:​

The Time-Limit Close

This is a good one to use if your prospect utters the fatal phrase “ I'd like to think it over first .” Pause for a beat, then nod thoughtfully and say something like this:

The Custom Close

If you've qualified the customer well, you've probably gathered a lot of information about their preferences (color, size, features, quality level, the amount they're ready to spend, etc.). When you're ready to close, look at your notes about the prospect's needs and say something like this: