Illustrate example of a multiple-closing sequence


SALE

Now it's time to ask for the order! Frequently, questions and objections arise when you ask someone to buy. Thus, you should anticipate questions and/or objections and be prepared to use several different closing and objections-handling techniques. To make SALE 7

1. List the main benefits discussed in your presentation.

2. Using the summary-of-benefits close on page 365, write out an example of that close as you would use it. Use a trial close after completing the close to verify that these benefits are important to the buyer write out your trial close and label it using parentheses as shown on page 365 (trial close).

3. Now you are ready to construct a multiple-closing sequence. First, carefully study Exhibit 12.3 on page 358. Now look at the example of a multiple-closing sequence on page 372. The multiple-closing sequence should be composed of the following:

a. Use the summary-of-benefits close.

b. Use the trial close.

c. Suggest an order.

d. Use the assumptive or alternative close.

e. Have the buyer ask a question or give an objection.

f. Respond using an appropriate objection-handling technique.

g. Ask a trial close to see if you successfully handled the objection.

h. Ask for the order again using an unused closing technique. Don't be pushy. Use a calm, laid-back, friendly, conversational style.

Write up the above a-h in a script format. Make sure to label each part (a, b, c, etc.) and label parts f and h with the technique you chose in parentheses.

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