Closer

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 Birth phase of the Maturity phases in a product's life cycle.

The closer

	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