Dirkjan: Created page with "In Selling the wheel Attracting a '''''Closer''''' is one of the different sales strategies a company can deploy. This sales strategy works best in the [..."

2020-08-25T10:32:11Z

Created page with "In Selling the wheel Attracting a '''''Closer''''' is one of the different sales strategies a company can deploy. This sales strategy works best in the [..."

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In [[Selling the wheel|Selling the wheel]] Attracting a '''''Closer''''' is one of the different sales strategies a company can deploy. This sales strategy works best in the [[Birth|Birth]] phase of the [[Maturity phases in a product's life cycle|Maturity phases in a product's life cycle]].

=The closer=
{| class="wikitable"
!
!Description
|-
|!Personality
|
|
|-
|'''Character'''
|High energy, Extrovert, Charming but also manipulative, Willing to do whatever it takes to close the sale, whenever, wherever, Lifestyle very upscale, owns all the cool tools
|-
|'''Major drives'''
|A big time need to succeed. Too much money is almost enough. But also in some, a genuine desire to change the world for the better
|-
|'''Important skills'''
|Qualifying, Presenting, Resolving objections, Closing. Be able to build a "dream" picture of the results of purchasing
|-
|!Marketing
|
|
|-
|'''Ideal company to image'''
|Avant-Garde. Pioneering, Progressive, The next wave, Polished, Having the potential for megasuccesses
|-
|'''To generate sales leads'''
|Demonstrate the technology. Show the potential. Get a PR firm to create events for youe. Make lots and lots of cold calls to get yourself in the door
|-
|'''Qualifying customers'''
|Aim towards the chief decision maker. Someone who does not have to ask permission to authorize the sale.
|-
|!Getting the sale
|
|
|-
|'''Sales Presentation'''
|Entertaining, Exciting, Sometimes even dramatic
|-
|'''Typical Objections'''
|"Should i spend so much money on something new?" Is this really getting the performance promised?" Do i really need this gizmo at all?"
|-
|'''Resolve by'''
|Showing that the technology really works. Sell the dream, skim past the details
|-
|'''Closing'''
|Ask for the sale immediately after the presentation. Offer a limited time for acceptance. Give "permission" to buy. Overall, inject a strong emotional push to people on the fence: either fear or desire
|-
|!Service
|
|
|-
|'''Great service means'''
|A refund in the event of a major problem. Usually the customer is self reliant with respect to applying the technology so service is not a determining factor for success
|-
|'''Key to repeat business'''
|Often, there is no repeat business with the same customer
|-
|}
[[Category:sellingthewheel]]

[[Category:Selling the wheel]]

[[Category:Term]]

Closer - Revision history

Dirkjan: Created page with "In Selling the wheel Attracting a '''''Closer''''' is one of the different sales strategies a company can deploy. This sales strategy works best in the [..."