The Close

The Close

As was previously mentioned, a close is something that incites a response from the customer. There are 2 things you need to accomplish as a setter. The first is getting the power bill / usage from the customer, and the second is setting a solid appointment for the closer to return and lock it down. As your objectives those are your 2 main closes. Some people prefer getting the appointment first and then the usage, but it has been found that spending the time to get the usage information first and then buttoning it up with an appointment is much more effective in getting the bill.

You should gain confidence to be able to close every 20 - 30 seconds during the conversation with the customer. this way it breaks up the conversation so it does not turn into a presentation. There are two types of closes - soft close and hard close

Closing is asking for the sale. A close needs to carry the same confidence that you have portrayed from the time the customer opened the door.

We mentioned new salespeople who talk too much in previous pages. Perhaps one reason they talk on and on about the specs of their product/service is that they are afraid to close. You should be constantly looking for opportunities to close the sale. From the moment you meet a customer you should look for an opportunity to close the deal!

There is a wide range of closes, but they are broken down into two categories:

Soft Closes and Hard Closes. As you go through the sales cycle, you will begin with soft closes and gradually build up to more and more hard closes that end in a completed sale.

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