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Handover Close
Disciplines > Sales > Closing techniques > Handover Close Technique | How it works | See also
TechniqueWhen 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. ExamplesRight. 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 worksWhen 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 |
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Site Menu |
| Home | Top | Quick Links | Settings | |
Main sections: | Disciplines | Techniques | Principles | Explanations | Theories | |
Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help | |
More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes | |
Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate | |
| Home | Top | Menu | Quick Links | |
|