Closing Sales Step 6 of the Selling Process

What is a closing? The point in the sales presentation in which you gain the desired action or agreement from the customer.  Closing can happen at any time  Closing is a courtesy to customers, not an imposition  Closing helps customers make a decision  Example Example

Closing Techniques 1. Direct Close – simply ask the customer to buy. “May I ring up your purchase?” 2. Choice Close – close by giving the customer a choice of items “We’ve narrowed down your choices to the Sony and Hitachi televisions. Which one will best meet your needs?”

Closing Techniques (continued) 3. Assumption Close – make the assumption that they want to buy “May I assume that you would like us to deliver your new sofa to your home?” 4. Minor Points Close – build to a close based on several minor points. “ The Honda Civic gets great gas mileage, has a 50,000 mile warranty, and is priced less than $30,000; it has everything that you’re looking for in a car.”

Closing Techniques (continued) 5. Summary Close – close by summarizing the features and benefits. “In summary, this Burton jacket is waterproof, breathable, comfortable, and fits you well. Is this the jacket that you’d like to buy?” 6. Standing Room Only Close – close by expressing an urgency to buy. “This is the last suit coat in your size in this color. I’d suggest that you purchase it today, while we still have it available for you.”

Closing Techniques (continued) 7. Closing on an Objection – use an objection to close the sale. Objection: “This Macbook Air computer is only one inch thick. It must be very fragile.” Response: “You’re right, the Macbook is very slender, which makes it easy to carry in a briefcase or backpack. However, the new technology used in the computer enables it to handle all sorts of abuse. Wouldn’t you enjoy a sleek, durable laptop like this one?” Example

Closing Techniques (continued) 8. Contingent Close – close the sale using an if-then statement. “If I show you that the Ford Escape Hybrid has one of the best gas mileage ratings in its class, would you be interested in buying it today?

Closing Techniques (continued) 9. Contrasting Advantages & Disadvantages – close the sale by comparing the advantages and disadvantages of the product. “The Chevy Tahoe is not as fuel efficient as the Equinox and is more expensive. However, the Tahoe will carry more passengers and cargo than the Equinox. Additionally, the Tahoe is far more luxurious and can tow a boat or trailer.

Closing Techniques (continued) 10. Suggesting Ownership Close – use the words “you” and “your” to convey a sense of ownership and close the sale. “Can’t you see you and your family relaxing in your new condominium after a long day of skiing. Not only that, you won’t have to fight the traffic after a day on the slopes and you’ll get an early start to your ski day on Sundays.”

Closing Techniques (continued) 11. Narrative Close – close the sale by describing how you or another customer have enjoyed the product. “My wife and I love our Honda Odyssey van. It has plenty of room for our kids, dog, and luggage. Also, it’s one of the most comfortable vehicle’s I’ve ever driven, especially on long trips.”

Closing Techniques (continued) 12. Related Merchandise Close – close the sale by suggesting related merchandise. “What type of binding would you like to have installed on your new K2 skis? 13. Bonus close – close the sale by offering something extra or free. “If you purchase a new mattress during our Labor Day sale you’ll not only save 15% off the regular price, but you’ll also get free delivery to your home. Would you like to take advantage of this limited time offer?”

Closing Techniques (continued) 14. Silence Close – simply stop talking after your sales presentation and let the customer decide if they want to buy. “Those are all of the features and benefits of the Kenmore refrigerator. It’s a fantastic appliance at a great price that I’m sure you and your family would enjoy having in your home.”

A Successful Sale Tommy Boy making a successful sale