1. Close the sale

2. A Sale Without a Close Is A Conversation!
Buying Signals
Approval through
Comments
Facial Expressions
Body Language

3. Trial close Attempt a trial close early
The customer may say yes right away!
If not, the customer will tell you why they aren’t ready to buy then you can handle the objection .

4. Rules for Closing a Sale
If customer is having difficulty making a decision, stop showing them additional merchandise. Help them narrow down their options by summarizing
Ownership: Use words that indicate ownership like “Yours”.
“When you and your kids are hiking, you are going to love that you purchased these waterproof shoes.”

5. Silence Please! The hardest thing to say is nothing at all.
After your pitch, let the customer make a decision. Don’t keep selling. Silence is o.k.

6. Types of Closes
Trial Close – If you see an early buying signal, attempt to close right away. “Is there anything else I can get you with this?”
Direct- Just ask for the sale or better yet, assume it!
Which Close – Encourage customer to make a decision b/w 2 items.
Standing room only – Better buy now or it’s gone!
Service – Explain services that overcome obstacles

7. If You Don’t Get the Sale…
Ask for feedback
Remain Polite
If you sense an impending turndown, exit gracefully so that you leave the possibility for a future sale
Have your office call and receive feedback from the experience. Send questionnaires or offer incentives for feedback.
Pass the on the results of these surveys to your sales staff so they can improve their pitches.

8. Upselling Complimentary items – items that go together
Quantity Discounts
Mention other items that are on sale for a limited time.
Credit card= discount on something else!

9. CRM Customer Relationship Management
The sale is the FIRST step of developing a relationship…not the last!
Get as much info as possible
Endless Chain Discounts
Specialty Sales for “preferred members”
Additional 20% off when you use Macy’s card
Contact by , snail mail, and telephone
Use software to generate s, buying reports, etc.