{"id":415,"date":"2022-02-02T18:36:24","date_gmt":"2022-02-02T23:36:24","guid":{"rendered":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/?post_type=chapter&#038;p=415"},"modified":"2022-02-02T18:36:24","modified_gmt":"2022-02-02T23:36:24","slug":"key-takeaways-12","status":"publish","type":"chapter","link":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/chapter\/key-takeaways-12\/","title":{"raw":"Key Takeaways","rendered":"Key Takeaways"},"content":{"raw":"<ul>\r\n \t<li>Closing should be easy if you have followed Steps 1-5 well.\u00a0 Missing objections or not using active listening to understand your customer\u2019s needs are the most common reason salespeople fail to close.\u00a0<strong>Fear of rejection<\/strong>\u00a0also plays a role in salespeople being hesitant to close.<\/li>\r\n \t<li>Closing ties to features and benefits\u2013remember to know your<strong>\u00a0benefits<\/strong>\u00a0and sell on benefits versus features.<\/li>\r\n \t<li>Closing techniques included\u00a0<strong>summary<\/strong>\u00a0close,\u00a0<strong>direct<\/strong>\u00a0close,\u00a0<strong>alternative<\/strong>\u00a0close,\u00a0<strong>t-account or balance sheet<\/strong>\u00a0close, and<strong>\u00a0success story<\/strong>\u00a0close.<\/li>\r\n \t<li>The<strong>\u00a0Trial close<\/strong>\u00a0is an important sales tool as it allows you to \u201ctest\u201d whether you have answered objections, have understood your customer\u2019s needs, and whether they are ready to move onto a full close.<\/li>\r\n<\/ul>","rendered":"<ul>\n<li>Closing should be easy if you have followed Steps 1-5 well.\u00a0 Missing objections or not using active listening to understand your customer\u2019s needs are the most common reason salespeople fail to close.\u00a0<strong>Fear of rejection<\/strong>\u00a0also plays a role in salespeople being hesitant to close.<\/li>\n<li>Closing ties to features and benefits\u2013remember to know your<strong>\u00a0benefits<\/strong>\u00a0and sell on benefits versus features.<\/li>\n<li>Closing techniques included\u00a0<strong>summary<\/strong>\u00a0close,\u00a0<strong>direct<\/strong>\u00a0close,\u00a0<strong>alternative<\/strong>\u00a0close,\u00a0<strong>t-account or balance sheet<\/strong>\u00a0close, and<strong>\u00a0success story<\/strong>\u00a0close.<\/li>\n<li>The<strong>\u00a0Trial close<\/strong>\u00a0is an important sales tool as it allows you to \u201ctest\u201d whether you have answered objections, have understood your customer\u2019s needs, and whether they are ready to move onto a full close.<\/li>\n<\/ul>\n","protected":false},"author":284,"menu_order":4,"template":"","meta":{"pb_show_title":"on","pb_short_title":"","pb_subtitle":"","pb_authors":[],"pb_section_license":""},"chapter-type":[49],"contributor":[],"license":[],"class_list":["post-415","chapter","type-chapter","status-publish","hentry","chapter-type-numberless"],"part":193,"_links":{"self":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/415","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters"}],"about":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/types\/chapter"}],"author":[{"embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/users\/284"}],"version-history":[{"count":1,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/415\/revisions"}],"predecessor-version":[{"id":416,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/415\/revisions\/416"}],"part":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts\/193"}],"metadata":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/415\/metadata\/"}],"wp:attachment":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/media?parent=415"}],"wp:term":[{"taxonomy":"chapter-type","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapter-type?post=415"},{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/contributor?post=415"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/license?post=415"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}