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Do Closure Techniques Damage A Customer’s Trust

Field salespeople are trained in closure techniques. They know how to convince the client, how to influence them if necessary and press them into signing.

All previous research on this area has focused on which are one of the best closure techniques and the way they function. Sales training experts have raised concerns as to whether these closure techniques potentially have a negative influence.

237 industrial buyers were questioned on this subject. Six different closure techniques were researched:

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Assumption technique The sales person basically acts as if the customer had already “agreed” to the deal. They complete the order with none haste, talk concerning the possible delivery date and the payment conditions and affirm the client of their assumed decision: “I’m confident that with this outstanding price you have got an excellent deal!”

“By the best way” technique That is like the assumption technique. The salesperson occupies the shopper with secondary details, which, however, encourage the client to say, “yes” to the contract: “So you agree with me that this is a superb offer Should we deliver into the central depot or direct to you “

Model technique The shopper says yes all of the more readily the more positive examples affirm them in this. This is particularly accurate with multifaceted purchasing decisions which the client feels are a little bit outside their area: “Mr customer, since they decided last month to take our product your colleagues Smith “> Author Box Richard Stone has 1 articles online

Richard Stone, Director of Spearhead Training specialising in management and sales training courses to improve business performance. Richard also provides consultancy advice for many leading companies. View further information at => http://www.spearhead-training.co.uk

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