Unit 15: Closing A Sale
Saying it clearly
Listen to these three sentences and note which words are stressed
Hard close: How many can I put you down for?
Emotional close: What will you feel like when you can see it in place?
Urgent close: It’s only available at this price today.
Saying it appropriately
Listen to the following sentences. Note how the speakers sound changes when using different style to close the sale.
A hard close:
How many can I put you down for?
Shall we start the paperwork?
When would you like to start?
An emotional close:
How do you think it will look when it’s installed?
What will people say when they see it?
What will you feel like when it’s in place?
An urgent close:
It’s only available at this price today.
We only have this offer for a short time.
We’ve only got six of this item left in stock.
Practise closing sales using the strategies outlined below. Follow the example.
Exemple:1. We have a special offer on this. The 24-hour call-put feature is included in the basic package at no additional cost. But we only have this offer for a short time.
Product/Service Price/Feature Closing Style
1.IT support service There is a special offer for limited time only. A 24-hour call-out feature is included in basic package at no additional cost. Urgent
2.Catering for company conference The price is £8.99 per head for a full buffet. Hard
3.New office furniture