Page 40 - RW205.01.0819 WW-Seminar-The Perfect Presentation

The Perfect Presentation

USE A CLOSING TECHNIQUE Follow up with Question 6 from the Grand
Drawing Card (RW54). Alternatively, start by
Here are three techniques you can use to close asking Question 6 first to test how close you
a sale. The choice and timing of a technique are to closing the sale, and if your prospect is
will depend on several factors such as the hesitant, you can ask other yes/no questions
flow of the conversation and your relationship like the ones above.
with your prospect. Generally speaking, you
could use closing techniques immediately after C. ALTERNATE CLOSE
showing the specials in order to build on the
good news. Give your prospect two choices; no matter
what the prospect decides, the sale is closed.

A. ASSUMED CLOSE For example, you may ask:
Assume that your prospect has already decided (If the prospect has not chosen a
to make a purchase and will provide the product yet)
information required to fill out the purchase Would you like to start your collection with
order as seen above. Question 5 from the a Chef I or Chef II Set?
Grand Drawing Card (RW54) is an example
of assumed close. In addition, especially if your (If the prospect has chosen a product)
prospect has chosen a product, you can ask Would you like to pay with cash or apply
Questions 6:
for our credit plan?

Be confident about closing the sale. Do not
and/or ask:
be afraid to close because you think that
you are pushing your prospect. Prospects
Whose name do I put on the contract?
who welcome you into their homes and
pay attention to your demonstration are

B. DIRECT CLOSE probably interested in buying something.
(SOMETIMES CALLED the Test Close)

Ask your prospect very simple questions
that reveal small details and confirm the
willingness to buy. For example, you could ask:

Can you imagine how beautiful these
utensils would look in your kitchen?

How would you like to have fresh tasting
water always on hand?

40 RW205 WW.1205.01.0819