CH 15 – Section 1 Customer Buying Signals What You’ll Learn Buying signals that the customers send Rules for closing the sale Specialized methods for closing the sale

Closing the Sale Closing the Sale Timing of the Close Obtaining positive agreement to buy Can be performed by the customer or the sales person Timing of the Close Buying Signals Things customers do or say that indicate they are ready to buy Trial Close Initial effort to close the sale

General Rules for Closing Recognize Closing Opportunities Overcoming a major objection Effective product presentations High customer enthusiasm Help customers make a decision Narrow the selection Summarize the features/benefits or advantages/disadvantages Create an ownership mentality Use words such as you and your Don’t talk too much and don’t rush the customer Stop talking when the customer is ready to buy Be patient, courteous, polite and helpful

Specialized Methods for Closing Which Close Encourages customer to make a decision between two items Standing-Room-Only Close Used when the product is short supply or the price will go up in the near future Can be perceived as a high pressure tactic Direct Close Salesperson simply asks for the sale Service Close Explains services that overcome obstacles or problems such as return policy, warranty, special sales arrangements

Failure to Close the Sale Only a fraction of prospects will buy Perseverance is the way to succeed People who do not purchase initially may still be a prospect for the future Sometimes the prospect may provide information about why the sale did not close Always make a graceful exit