Please understand that within Quadrant 1 there is a range of closers and what is reflected here is somewhat extreme - the Closer/Closer. Closers are hard-driving, focused on closing deals in the shortest possible time, and not much inclined to engage in long-term relationships.
| Requirements | QI Closing Solutions |
|---|---|
| Seller's company image | opportunistic; innovative; trend setting; unique; exclusive customers |
| Lead generating methods | plan demonstration “events”; offer free product demonstration or trial |
| Qualifying criteria | a “cold” market; prospects question need for the benefits provided by the product early adopters or trailblazers will try it if excited by vision of unique opportunity |
| New business presentations | one-on-one or staged platform; demos; demonstrate the product's benefits; show off the product's uniqueness; build the “dream” in prospect's mind; present the bottom line “pay off”; create sense of urgency based on risks of not buying quickly |
| Solid Answers to Natural Objections | objection: customers question the need for the benefit the product offers; response: demonstrate opportunity and return on investment (financial or psychological), give the prospects permission to buy, provide logical reasons to justify an emotional or intuitive decision |
| Closing techniques | trial closes on features; make an immediate request for the order; offer a limited time period to buy, emphasizing risk of losing the opportunity; note the restricted availability, or risk of competitors getting benefit first |
| Customer relations | seldom entails a continuing relationship between buyer and seller |
| Customer service | if the customer is unhappy, quickly refund the money or replace |
| Resale | there is usually not an opportunity for repeat sales by the same salesperson to the same buyer |
| Requirements | QI closing solutions |
|---|---|
| Type of salesperson | Closing |
| Traits & characteristics | Extroverted; competitive; positive mental attitude; energetic |
| Sales style | Theatrical; confident |
| Sales focus | Attract attention; pique an interest; demonstrate a dramatic benefit |
| Role | An independent/ self-sufficient seller |
| Technical ability | Be technically expert enough to demonstrate application and benefit |
| Sales training required | Technical knowledge sufficient to explain and demonstrate dramatic presentation skills; power closing skills |
| Length of time to close | Now to 30 days |
| Length of contact after close | Usually no opportunity for repeat orders |
| Corporate support and structure | Setting up presentation events and promotions; creating the “sizzle” in the market-place; offering free product trials; getting to the “gateswingers”; filling orders quickly; “service” by replacement or refund |
If you want to see closers at work, watch those 30-minute Infomercials on TV selling fitness products, vacuum cleaners or the latest and greatest miracle detergent.
