Do Closure Techniques Damage A Customer’s Trust

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

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

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

Assumption technique The sales person basically acts as if the client had already “agreed” to the deal. They complete the order without any haste, talk about the possible delivery date and the payment conditions and affirm the shopper of their assumed decision: “I’m confident that with this outstanding price you’ve got a very good deal!”

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

Model technique The customer says yes all of the more readily the more positive examples affirm them in this. This is especially accurate with multifaceted purchasing decisions which the customer feels are slightly 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 =>

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