1. How to close a sale
Chapter 15.1

2. Objectives Identify customer buying signals
List rules for closing a sale
Select appropriate specialized methods for closing a sale

3. Closing the Sale Obtaining an agreement to buy from the customer
Timing the close: read page 315
Buying signals: things customers do or say to indicate a readiness to buy
Trail close: an initial effort to close a sale

4. Steps in closing the sale
Recognize closing opportunities
Help customers make a decision
Create an ownership mentality
Do not rush

5. Recognize closing opportunities
Dramatic product presentations prove selling points, and get the customer excited about the product.
Strike when the interest in the product is high

6. Help Customers make a decision
Narrow the selection
Explain the advantages and disadvantages of the items being considered

7. Create an ownership mentality
Use words that indicate ownership such as you or your
Look for minor agreements from the customer on selling points that lead to closing the sale

8. Do not talk to much and Do not rush
When you think the customer is ready to buy stop talking about the product.
Don’t rush the customer
Be patient, courteous, and helpful

9. Specialized Methods for closing the sale
Which close
Standing room only close
Direct close
Service close: B2B/Retail

10. Which close
Encourages a customer to make a decision between two items.
Create an ownership mentality when the customer has narrowed the items down to two
“which do you prefer?”

11. Standing room only close
Used when the product is in short supply, or going up in price in the near future.
Should only be used when the situation honestly calls for it
Usually used in high demand real estate

12. Direct Close A method in which you ask for the sale.
Use only when the buying signal is very strong

13. Service close Explaining services that overcome obstacles or problems
B2B- when payment is due, samples
Retail- payment options, special buying plans

14. Failure to close sales Get feedback Maintain a positive attitude
A customer who does not buy from you at the moment is still a future prospect
Get some constructive criticism
Maintain a positive attitude
There should be no difference in the attitudes of when you make a sale and when you fail to close
Leave an opening for the customers to get in touch with you

15. Preparing for future sales calls
If the customer is send signals that he or she is not remotely interested then make a graceful exit leaving the door open for future calls

16. EOC Questions Why are trail closes beneficial?
Why should a salesperson stop talking once the customer gives strong buying signals?
What are buying signals?
When are special sales arrangements used to close a sale?