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About

Research has clearly shown that if you don’t ASK FOR THE ORDER , your probablity of Closing is less than 20%. The video includes 11 realistic vignettes in diverse business settings with 43 different actors. With Art Bauer as oncamera expert narrator, you’ll see demonstrations of right way/wrong way closing techniques and easy to remember graphic reinforcements of key learning points. The Training Leader’s Guide provides step-by-step roadmaps for either 1.5 hour or 3 hour training sessions.

Key points:
• Customers expect you to AFTO
• Fear is the main reason salespeople don’t AFTO
• What is Tough Minded Sellling?
• Don’t mistake Doubt for Rejection
• The 3D approach to Selling - Dedication, Discipline, Determination
• To close a sale, ask a Closing Question
• Using the Direct Approach to Closing Questions
• Using the Indirect Apporoach: Take-it-for Granted, Either/Or, Step by Step, Positive Negative
• When should Closing Questions be asked?

Topics
Selling Skills
Marketing
Length
26 min
Product Type
Video
Course ID
2064

Leaders Guide

Handouts

Description
Participant Workbook
Leader's Guide
PPT

Only preview versions of handouts can be viewed without a license.

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