1. Identify the steps of Selling.
Eagle Challenge
Learning Target
Identify the steps of Selling.

2. Today I can
Closing the Sale

3. Jen is trying to sell her product, Awesome IRON™
Jen is trying to sell her product, Awesome IRON™. This iron can remove all wrinkles within seconds. She is located in aisle 2 showing just how the iron works. What method is she using to sell her iron?
Denial
Demonstration
Third Party
Boomerang

4. Customer: “I don’t think my friend will like this shirt
Customer: “I don’t think my friend will like this shirt.” Salesperson: “Why don’t you think she will like it?” Illustrates what method of handling objections?
Boomerang
Questioning
Substitution
Superior Point

5. Know the Difference Selling – Retail, Personal, B2B
Buying Motives – Rational or Emotional
Buying Decisions – Extensive, Limited, Routine
Objections – Time, Need, Source, Price, Product
Listen, Acknowledge, Restate & Answer
Methods for Handling objections

6. Closing the Sale

7. The buying signals that a customer sends.
– How to Close a Sale
The buying signals that a customer sends.
The rules for closing a sale.
The specialized methods of closing a sale.

9. . . . is obtaining positive agreement from the customer to buy.
Closing the sale . . .
. . . is obtaining positive agreement from the customer to buy.

10. Timing the Close
Buying Signals – things customers do or say to indicate a readiness to buy.
Comments
Facial expressions
Body language
Actions

11. Trial Close – the initial effort to close the sale.
Tests the readiness of a customer
Beneficial because you will learn, even if the customer is not ready.
Beneficial because you may reach your goal.
You will LEARN the 4 trial closes!!!

12. Good salespersons . . . Recognize closing opportunities
Help customers make a decision
Create an ownership mentality
Don’t talk too much and don’t rush a customer

13. Specialized Methods for Closing the Sale
Which Close – encourages a customer to make a decision between two items.
Review the benefits of each item
Ask, “Which do you prefer?”

14. Specialized Methods for Closing the Sale
Standing-Room-Only Close – used when a product is in short supply or when the price will be going up in the near future.
Use only when honestly called for
May be perceived as “high pressure” tactic
Say, “I’m sorry, but I can’t promise that I’ll be able to make you this same offer later.”
Often used with high-demand real estate

15. Specialized Methods for Closing the Sale
Direct Close – directly ask for the sale.
Use when the buying signal is strong.
“Can I assume that we’re ready to talk about the details of your order?”
“How would you like to pay for this purchase?”

16. Specialized Methods for Closing the Sale
Service Close – Explains obstacles that require special service in order to close the sale.
Gift wrapping
Return policy
Warranties
Bonuses or premiums
Help paying for the item
– offer credit

17. Failure to Close the Sale
Don’t despair
Invite the customer to
shop in your store again
Business-to-business sales are rarely closed on the first call – ask if you can call again.
Practice and experience will help

18. GROSS vs. NET PAY
Gross pay is the total amount of money you get before taxes or other deductions are subtracted from your salary
Net pay is the amount one receives after taxes and deductions have been withheld.

19. Disposable and Discretionary Income
Disposable Income
Income person has to pay for what is needed.
Discretionary Income
Income a person has left to spend on extras after necessities have been bought.

20. WAGES First 40 hours is at regular pay rate.
Anything over 40 hours is deemed ‘Overtime’
Anything over 8 hours a day at some places, too
Overtime Pay? Time and a half, Double, 7th Day Pay, Sunday Pay

21. Hourly wage example Regular pay 40*8.9 = 356.00
Jim worked 45 hours last week
He makes $8.90 an hour
What is his gross pay? (overtime is time and a half (1.5))
Regular pay 40*8.9 =
Overtime pay 5*(1.5*8.9) = 66.75
Total gross pay
= $422.75

22. Now – you try… Hourly wage example
Judy worked 52 hours last week
He makes $11.90 an hour
What is his gross pay?
Regular pay 40*11.90 =
Overtime pay 11*(1.5*11.90)
(1.5*11.90) = 17.85
17.85*12 =
Total gross pay
= $654.20

23. SALARY
Exempt employees - No matter how many hours you work, you get paid the same amount each pay period.
52 weeks in a year
If paid every two weeks 26 pay periods
If paid twice a month 24 pay periods
If paid once a month 12 pay periods

24. Salary every two weeks bi- monthly Once a month $42,500/26 $42,500/24
Sean’s salary is $42,500 a year
What is Sean’s gross pay if he gets paid…
every two weeks
bi- monthly
Once a month
$42,500/26
$42,500/24
$42,500/12
$3,541.67
$1,634.62
$1,770.83

25. Commission
Incentive to works because pay is directly related to the amount of work a person does
Ie. Sales person and Production workers

26. Commission Car Sales Person earns 9% commission.
Sold 2 cars
Car 1 - $21,790
Car 2 - $25,650
How much does the
Salesperson earn?
$21,790
+ 25,650
47,440
x _ .09
$4,269.60

27. Visit my WEEBLY Page!