ZIG ZIGLERSALES LESSONS

CHAPTER 36 TO 40 BY RUPESH

SURADKAR

MBA3 AICTE

ROLL NO 1356

EYE CONTACT TRIAL CLOSE• SIGNAL• The “if” QuestionS• The pause• Body language

DIFFERENT TYPES OF CLOSES

1

DON’T INVENT

2

ARE YOU INTERESTED IN….. WHEN DO YOU THINK WOULD BE THE

BEST TIME TO START

3

AFFIRMATIVE YES

THE

QUESTION CLOSE

CAN YOU SEE WHERE THIS WOULD…

DIFFERENT TYPES OF CLOSES

PROBABILITY CLOSESCALE WHAT WOULD IT

TAKE YOU TO MOVEFROM THE SCALE

SUMMARY CLOSE

DIFFERENT TYPES OF CLOSES

THE LIGHT BULBSTELL ME ONE MORE TIME WHY DO YOU

LIKE THE PRODUCT ?

ALTERNATE CHOICE CLOSEPREVIOUSCLOSE

SPARE

CLOSEACCESSORY CLOSE

WHAT KEEPS YOU FROM CLOSING

• 46% ASKED ONCE• 24% ASKED TWICE• 14% ASKED 3 TIME• 12% MADE THE 4

ATTEMPT• 90% QUIT AFTER 4

ATTEMPT• 60% SALES ARE ACHIEVED

ONLY AFTER 5TH ATTEMPT

• SEVERAL TIME SALE• DEBRIEF THE SALES CALL• WRITTEN JOURNAL• RETURN OTHER DAY• COUNT THE NO OF

ATTEMPT• GIVE YOUR BEST SHOT

CLOSING IS JUST BEGINNING TRUST MUST CONTINUE TO GROW

CONTACT THE CUSTOMER AFTER THE SALES

HAND WRITTEN THANK YOU NOTE

PERSONAL INVITE TO WEBINAR

FOLLOW UP CALL

IN OFFICE DEMONSTRATION

INTEGRATE THE CUSTOMER IN ORG

HELP NAVIGATE THROUGH ISSUE

THANK YOU