success in the major sale depends on this stage
Investigating stage
closing
a behavior used by the seller which implies or invites a commitment, so that the buyer's next statement accepts or denies commitment
closing technique in large sales
Closing techniques are both ineffective and dangerous. They lose more business than they gain
success rate on closing calls research
Only 11 of the high-close calls resulted in a sale, while 21 of the low-close calls did so
possible outcomes in a simple sale
order: where you take the business
no sale: where the customer turns you down
orders
where the customer makes a firm commitment to buy
advances
where an event takes place, either in the call or after it, that moves the sale forward to a decision
continuations
where the sale will continue but where no specific action has been agreed upon by the customer to move it forward
no-sales
where the customer actively refuses commitment
good closers
people who consistently aim for Advances rather than Continuations are often described as this
the four successful actions to obtain commitment
1. giving attention to Investigation and Demonstrating Capability
2. Checking that key concerns are covered
3. Summarizing the benefits
4. Proposing a commitment