X
GO

Sales - 931-449-9728 - Tech Support - 772-214-9307  

Chapter 36 – Effective Closing Skills

Transitioning to the card payments industry is often a two-edged sword: potentially a financially rewarding endeavor, yet often difficult for the sales professional new to an unfamiliar industry. This program is designed to assist both new and seasoned veterans attain true financial success by employing a simple and effective sales process.

STEP 1 - QUALIFICATION PHASE

IProcess utilizes a simple, direct, and highly effective sales process designed to maximize the C3 concept of purchasing behavior. Step 1, the qualification phase, lays the foundation for the sale to occur.

STEP 2 - CONFIRMATION PHASE

iProcess continues to rely upon the C3 aspects of purchasing behavior.

Step 2, the confirmation phase, seeks to secure consensus between the sales facilitator, the potential client, and the solution model.

STEP 3 - CONSENSUS - CLOSE PHASE

iProcess concludes the sales process by insuring the C3 concept of purchasing behavior is satisfied. In Step 3, the consensus-close phase, the solution model is presented as a means to achieve the goals set forth by the client and the sales advocate. *Conditions to the sale are agreed upon and the sale is consummated.

*In order to achieve high C3 levels we often, as sales facilitators, must remove obstacles between the purchaser and achieving their desire. The use of ‘closing arguments’ is actually a means to ‘open dialogue’ to empower the customer. We discuss these, and other aspects of the consensus - close,, in detail in our wrap-up section.

 iPROCESS - Knowing the Industry

Section 10 - Sell Payment Processing like a PRO in 3 Easy Steps

“You are what you repeatedly do. Excellence is not an event - it is a habit.”
- Aristotle

Chapter 36 - Examples of Effective Closing Statements

Closing Propositions

As promised, the following is a selection of the more popular closing propositions used by many of the top agents in the processing world.

Remember, a closing proposition is not a ‘silver bullet’ used to ‘close the sale’. A better way to look at them:

Closing Statements are best used to create consensus between you and the prospect.

Learning not only WHEN you employ a closing statement, but also HOW and TO WHAT ENDS is a skill you will master over time. Suffice it to say with practice, you will find many of the examples listed below to be remarkable and highly versatile tools to use during your sales presentation.

The following is a list of very effective Closing Statements for your review:

Trial CloseTrial Close

Trial closes play a very important role throughout the sales process. A common issue salespeople face is that they are not aligned with their potential customers interest level, typically because the client is not engaged.

Posing a trial close at strategic places in the presentation will help bring a merchant’s focus back to the topic at hand, as well as condition the prospect to the idea of actually conducting business with you. There are many trial closes, with a number discussed in the RESOURCES section.

Some examples of trial closes include:

'How does that sound?'
'You would like that, wouldn't you?'
'That works within your budget, right?'

Asking a question when you know the answer is the best way to leverage a trail close, and making it a direct confirmation by adding the phrase 'right' or even ‘correct’ at the end of the trial close is VERY powerful in ...

iPros have access to all of the Pathfinder modules.  Join today!

iProcess - Sell Payment Processing Like a Pro!