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Handover Close

 

Disciplines > Sales > Closing techniques > Handover Close

Technique | How it works | See also

 

Technique

When you are getting near to closure or if you are having problems, hand over the actual closure to another person.

You can frame this as a different process, for example where your job was to help the customer choose and the next person is to agree final details, agree price or just take down details.

Examples

Right. Now that we've got the fit right, Mr. Jones here is going to help sort out the paperwork.

You have said that price is important to you and Mrs Williams is our senior manager and is going to take over now.

How it works

When the new person takes over, they may act as if everything else has been agreed. The new person is not encumbered with any baggage and the customer may be reluctant to go over any previous detail and effectively give in when faced with a person who may not understand objections raised.

There is a danger, of course, that the buyer will go backwards to re-negotiate detail already agreed. Other problems can also occur, such as the customer backing out because they have bonded with the initial sales person. This method must therefore be used with care.

This process can be used when junior people are used to explain the details of a product whilst a senior person takes over the price negotiations.

See also

Assumption principle

Books on Sales Closing

**** Tom Hopkins, Sales Closing for Dummies, For Dummies, 1998  **** Zig Ziglar, Zig Ziglar's Secrets of Closing the Sale, Berkley Publishing, 1985  *** Stephan Schiffman, Closing Techniques: (That Really Work!), Adams Media, 1999  **** Stephan Schiffman, Getting to 'Closed': A Proven Program to Accelerate the Sales Cycle and Increase Commissions, Dearborn Trade Publishing, 2002  *** Joe Girard, Robert L. Shook, Robert Casemore, How to Close Every Sale, Warner books, 2002 ** Gary Karass, Negotiate to close: How to make more successful deals, Fireside, 1987

Sales Books

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