Presentation material for my presentation class in MBA-Cebu. Given theme is "Closing strategies for sales person".

1. Closing strategies for
selling your services
Mar. 14 2014
Tomonori Yako

2. Today’s Agenda
Background settings
1. Why closing is so important?
2. 3 Steps in closing
3. You should and shouldn’t

3. Background settings (1)
• Your Business :
I am a trainer for selling this business
You are representatives
Potential customers
(who wants to learn English)
English School (ex. MBA)

4. Background settings (2)
sign
then
let customers sign
deliveryclosingproposeapproachtargeting
• Sales status: already proposed, just closing
Satisfy
giving satisfaction
by reaching expectation
• Your missions:

5. Why is closing so important for us?
• Even if you have 100 targets, you can close
only customers.
deliveryclosing
approach
targeting
50%
drop off
60%
drop off
10%
drop off
60
15 13
15
Proposing and closing are very
important for our business
propose
30 50%
drop off
It’s like “love”.
Verifying the mutual trust of
each other in closing is required.

6. 3 Steps in “closing”
• Confirming first, then clarify and assure.
Confirm proposal
assuringclarifying
proposal
Confirm
proposal
Ask questions
• Conditions
• Price
• How it works
ConfirmRecap Proposal
Last proposal
I already sent…

7. 3 Steps in “closing”
• Clarify if customer is alright or not.
assuringclarifyingConfirm
proposal
Confirm
proposal
• Is everything alright
with you?
No
concern
• Let’s take a look at
to your concerns.
Concern
about…
clarifying

8. 3 Steps in “closing”
• Finally, make customer sign, and say
appreciation.
assuringclarifying
Confirm
proposal
Confirm
proposal
Confirm final
agreements
Promising
what we can do
Signing,
appreciation
Don’t
forget
assuring

9. Relaxed teaching
You should
• Talking about our superiority
Recent awards
No.1 customer
satisfaction score
Teachers work
as one team
Business person
only
Customize anything
for you
Why choose us

10. You should not do
Escaping from customersGetting angry to customers
if you fall in love with customer…Focusing only for price

11. Conclusion
• You should talk about
“superiority of us”
• You should not
- get angry,
- escape from customers,
also
- love before closing
• 3 steps in “Closing”
• Confirm proposal
• Clarify concerns
• Assure final agreement
• Closing is important because
It’s like “love” Verifying the mutual trust

12. • Thank you
Question?