Using the Evaluation Close to Close Sales
This is a close of similar nature and value to the well known Balance Sheet Close where the sellers product or service is compared to, or even against, another product or service.
To make this work, all you’ll need to do is to compare the advantages of two separate products, or services, and simply ask your prospect for an opinion. Naturally, you should provide more advantages for your product than for the alternative product.
If your summary is well planned, and intelligently summarised, and executed in all areas of interest to your prospect, it should become a forgone conclusion that both you and your prospect will agree on the product or service. When that happens, simply congratulate the prospect and close the sale.
On the downside, if you delay to close the sale, whenever you use the Evaluation Close, it could backfire on you.
But if you follow this process to the letter and the Evaluation Close, will NOT prove to be a difficult one at all. But if you tinker with this process, be prepared to walk away frustrated and without a written order.
Copy and distribute this content as often as you want. You are encouraged to share it. © Copyright Peter Collins, Sydney, Australia, 2002, 2007, 2011, 2015, 2017
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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