Course Description: Once you have received a commitment from your prospect in your Close, you need to reinforce and strengthen that commitment with about Close. Many salespeople are instructed to, “Close and get off quickly.” But in reality, what they’re really saying is, “Close and get off quickly, before your prospect changes their mind!” Why be afraid to stay a little longer with your prospect by adding a post close? If the Post Close is done properly it will decrease your cancellation and reschedule rate. Post-Closing serves to overcome your prospect’s fear of, “What have I done now?” This fear occurs after you disengage the call.If you have performed your presentation correctly, you will not get resistance in your post close you can post close with confidence!
Some of the most common and uncommon objections you will face are:
In this training you will be given a checklist to consider when post-closing, along with examples of various post closes you can incorporate
The Post Close is a time to gather more information you did not or could not in your Probe step. Learn the best way to ask post-closing questions that are productive and less intrusive.
It’simperativewhen either selling or appointment setting you incorporate an effective Confirmation process. You will learn the best way to confirm your prospect’s commitment that reduces cancellations
The question often asked is, “When I am setting an appointment, should I confirm the same day or before…. or not at all?” You will learn the best time to confirm to increase you stick rate. Just by following some of the practices in this trainingyour stick rate will soar!