Page 38 - RW205.01.0819 WW-Seminar-The Perfect Presentation
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The Perfect Presentation







               STEP 6  |  TABLE 6
             CLOSE THE SALE



             You are working towards the closing throughout the entire presentation. With practice, you will learn to
             identify the right moment to propose it and how. Sometimes, it may require more work and effort on your
             part. Much will depend on the type of prospect, your relationship with them, and how your presentation
             is perceived. The following sequence is suggested, especially if you are new and do not have much sales
             experience.


             The four parts of the closing


                                           COMPLETE THE               EXPLAIN THE             REQUEST THE
            I. SEAL THE DEAL          II. PAPERWORK            III. CONTRACT DETAILS     IV.DOWN PAYMENT
























             I. Seal the deal


             Tell your prospect the regular price, present the special offers, use a closing technique.



             SAY THE REGULAR PRICE

             To introduce the price, you can use Question 5 from the Grand Drawing Card (RW54).
             By doing this you would be assuming the close (see closing techniques a-c):




















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