Paul Udosen17 May 2023
Implementation is the first of 2 phases of closing a sale. In the final step, you will perform the following steps. It includes:
- Let your potential customers know that our products and services solve these problems for you
- Make a yes or no decision
- Lock in the sale / avoid the potential buyer turning away
- Start the next activity
Tips for preparing a presentation:
- PPT - to prepare concisely and clearly
- If possible, allow the customer to touch the product.
- If the prospect interrupts your presentation, answer their questions.
- Turn the potential buyer's answer into a question.
"If other members of your team are going to give presentations, don't forget to estimate your time."
Thermometer technique
When you're about ⅔ of the way through your presentation, you should ask your prospect to rate their purchase on a scale of 1-10. A score of 1 means we don't even need to continue talking to each other, and a score of 10 means we're ready to buy.
"It should be taken into account that some potential buyers do not give more than 8 points."