Meeting Closing TechniquesR.
Boeck-Hopley
Sales Training & Development Manager APAC
27/05/2008
1
Closing techniques to use at a F2F
meeting after a need has been
established:
Example below is based off a company having 3
needs –
Always clarify and gain a...
More
Meeting Closing TechniquesR.
Boeck-Hopley
Sales Training & Development Manager APAC
27/05/2008
1
Closing techniques to use at a F2F
meeting after a need has been
established:
Example below is based off a company having 3
needs –
Always clarify and gain a YES/NO answer on each point then
summarize and close the business.
1.
You said that price was an important factor to your business –
What percentage saving would you need to see in order for me
to win your business?
So if I can provide that cost saving of (X percentage) will
I win your business today if the decision was based off
price alone? YES / NO
2.
You said service is important to you – what specifically do you
expect Premiere to deliver to you and your company in terms of
service?
If Premiere can deliver ( XYZ ) in service will I win your
business today if your decision was based off service
alone? YES / NO
3.
You said that billing and the ability to track cost’s was
important – what specifically do you expect Premiere
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