Closing the sale

We have developed and used four training activities to help the participants with four steps of the sales process:

  1. Prospecting potential clients

  2. Making a sales presentation

  3. Handling client’s objection

  4. Closing the sale

This is the fourth (and the last) activity in the series:

Synopsis

The participants organize themselves in groups of three and assume the roles of a judge, a client, and a salesperson. They conduct a roleplay in which the salesperson pitches a closer and the client resists it. The participants repeat the roleplays three times.

Purpose

To effectively bring a sales call to a close.

Participants

Any number, divided into triads.

Time

15 – 20 minutes

Supplies

  • Paper and pencil

  • Timer

  • Whistle

Handout

How To Close Your Sale

Flow

Individual assignment. Explain the importance of closing your sale. Distribute copies of the handout and ask the participants to independently come up with additional ideas for closing. Announce a 3-minute time limit.

Rehearse your conversation. At the end of 2 minutes, ask the participants to spend a few minutes to mentally rehearse closing their sale.

Form triads. Organize the participants in groups of three.

Assign roles. In each group of three, ask one person to play the role of the judge. The person on the judge’s right side becomes a prospect client and the other person becomes the sales person.

Explain the roleplay. Ask the sales person to make a closing pitch and the client to resist making a purchase decision.

Begin the first round. Announce a 3-minute time limit for the client and the salesperson to have a conversation.

Conduct a critique session. After 3 minutes of the roleplayed telephone closer conversation, ask the client to comment on the salesperson’s effectiveness. The salesperson listens to these comments and takes notes on how they could better deliver future closing pitches. Following the client’s feedback, ask the judge to provide additional comments for improving the closing pitch. Finally, ask the sales person to share their thoughts about pitching better closers.

Repeat the process. Ask the participants to switch their roles and repeat the roleplay onversations and comments as before.

Conclude the activity. Conduct the third and final round of the roleplay. Ask the participants to discuss their ideas for improving future closing pitches.

Handout

How To Close Your Sale

1.    Focus on the objective for the closing call: To move your prospecct closer to a sale.
2.    Prospects will buy your product or service if they recognize need for it. Outline how your prospects would benefit from your product or service. Then show how those benefits will help them achieve their business goals.
3.    Cost-justification is the basis for the decision to purchase your product or service. It’s a prerequisite for closure.  So clearly explain the costs and benefits.
4.    Resist the urge to rush to the close. Implement minor closes that define how your product or service would be useful to the client.
5.    Don’t sell to just one decision maker. Find out who are behind that person and sell to everyone who influences the decision to buy.