1. 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

3. 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

4. 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

5. Closing the Sale

6. 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.

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

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

10. 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.

11. 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

12. 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?”

13. 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

14. 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?”

15. 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

16. 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

17. September 16 Assignment
Contrast: How is service close different from a direct close?
Apply: You are a salesperson at a car dealership. What are the three different types of services you might offer to encourage customers to close?
Recall: Why should a salesperson not take the failure to close a sale, personally?
Evaluate: “The attitude of the salesperson who has not made the sale should be no different than that of the successful salesperson.” Do you think this is possible?