Closing can be a challenge to many salespeople. Often, people see it as the final step and are afraid to ask for commitment because they fear that the customer will say «No!» However, the skill of closing is an integral part of the whole sales process and if you fail to do it, you fail to sell. You need to recognize the appropriate time to close, and recognize when the customer gives a buying signal. Then you need to remind the customer of the accepted benefits, suggest a future plan, and gain agreement. If you follow these steps, asking the customer for commitment at the end of a call seems much less difficult. In fact, it will seem natural both to you and your customer.

Задание №1: Прочитайте и переведите текст с опорой на аудиозапись.

Задание №2: Устно ответьте на следующие вопросы с опорой на текст.

1. Why must every Medical Rep do some pre-call planning?

2. What is a special technique that the Sales Reps use to prepare for the call?

3. What does SMART mean?

4. What does Specific mean in SMART?

5. What does Measurable mean in SMART?

6. What does Ambitious mean in SMART?

7. What does Timed mean in SMART?

8. Why must Sales Rep prepare promotional literature for a call?

9. Why is a good opening so important for a sales call?

10. What does the skill of opening enable a Sales Rep?

11. What does the skill of opening include?

12. Why is exploring the most powerful and effective skill in selling?

13. What does exploring help a Sales Rep to discover?

14. What can a Sales Rep achieve by asking open questions?

15. What can a Sales Rep achieve by asking close questions?

16. What is the most effective and well known technique of exploring customer’s needs?

17. What does SPIN mean?

18. What does S mean in SPIN?

19. What does P mean in SPIN?

20. What does I mean in SPIN?

21. What does N mean in SPIN?

22. Why is it important to ask a customer situation questions?/What is the use of asking…?

23. Why is it important to ask a customer problem questions?

24. Why is it important to ask a customer implication questions?

25. Why is it important to ask a customer navigation questions?

26. When must a Sales Rep provide the information about the relevant features, advantages and benefits of your product?

27. Why is it important to provide the information about the relevant features, advantages and benefits of your product?

28. What can a Sales Rep achieve by providing the information about the relevant features, advantages and benefits of your product?

29. What do Sales Reps often face during the call?

30. Why do Sales Reps often face challenges during the call?

31. What do challenges include?

32. What must a Sales Rep do to manage these challenges?

33. Why do doubts and misconceptions occur?

34. Why does indifference occur?

35. Why do limitations occur?

36. What must a Sales Rep do to manage the product limitation?

37. What does it mean to balance the limitation with a relevant accepted benefit?

38. What makes indifference the most difficult challenge for a Sales Rep?

39. What must a Sales Rep do to manage a customer indifference?

40. Why can closing be a challenge for many Sales Reps?

41. What does closing include?

42. Why is closing so important for a sales call?

Задание №3: Устно завершите приведенные ниже фразы c опорой на текст:

1. Every Medical Rep must do…

2. A good preparation is…

3. SMART means that the sales objectives have to be…

4. To make your call specific you must…

5. Specific in SMART means that…

6. Measurable in SMART means that…