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