By: Peter Gilbert


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.


Fulfillment approach (high-tech and low-touch):

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

Sales force approach (high-tech and low touch):

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.

[10 Jun 2008 09:01]

SEND TO A FRIEND  |   PRINT