1. 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

2. 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

3. 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

4. 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

5. 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