Closing Technique 3: Authorization Closing in a Sales Presentation
Another useful technique discussed in Be a Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Markets written by Brian Tracy is authorization closing. I will again share with you my personal summary of that specific section in this article.
Authorization closing is a polite yet effective on-the-spot closing technique to close a deal. You can simply follow these steps to do an authorization closing:
1. Ask your prospective customers whether they have any questions. Answer all their enquires.
2. Ask your prospective customers if you are making sense so far. Is there anything that requires clarification? Solve all their concerns.
3. Pull out the form and put a mark beside the signature section of the order form and hand it over to your prospective customers.
4. Say “simply sign this form and I shall get you started right away”. Brian Tracy stresses the importance of using the phrase “right away” to stimulate the closing effect. People don’t often think about the urgency of their needs unless you put them on the spot.
This is another commonly-used closing technique especially when the order requires prospective customers’ authorizations. It is also a good technique when you are dealing with prospective customers who have the decision making power to commit to a contract on the spot. You need their signatures to secure your order in these situations.
More Readings from the Category: The Perfect Sales Presentation Series
- Showcase Your Credibility in Presentation - Part I
- Showcase Your Credibility in Presentation - Part II
- Know Your Clients Before You Present
- The Millionaire Mindset for Sales Presentations
- Daily Exercises to Increase Your Confidence as a Sales Professional
- The Crucial Slide for Sales Presentation: Customer Pain
- Positioning for Millionaire Sales Professional
- Ways to Deal with Questions about Your Competitors during a sales Presentation
- The Crucial Slide: The Demo Slide
- The Crucial Slide: Closing the Deal in a Sales Presentation
- Closing Technique 1: Invitation Closing in a Sales Presentation
- Closing Technique 2: Assumption Closing in a Sales Presentation
- Closing Technique 4: Psychological Closing and Trial Offer in a Sales Presentation
- Sales Closing FAQ 1: Pricing Negotiation in a Sales Presentation
- Sales Closing FAQ 2: Strategically Ignore Questions in a Sales Presentation
- Sales Closing FAQ 3: Dealing with Customers Who Are Still Evaluating Your Products
- Sales Closing FAQ 4: Dealing With Customers Who Need The Courage To Buy
