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Bell Ringer
When should you attempt to close the sale? Should you wait until you have covered all
selling points before closing? Or could you close immediately after the
approach?
What is the rule of thumb?
CHAPTER 15 CLOSING THE SALE
15.1 Customer Buying Signals
What You’ll Learn:
The buying signals that a customer sends
The rules for closing a sale
The specialized methods of closing a sale
Closing the Sale
Timing the Close
Buying Signals – things customers do or say to indicate a readiness to buy
Trial Close – an initial effort to close a sale
General Rules for Closing the Sale Behavioral Traits:
Radiate enthusiasm through out the sales process Sincere and confident Enjoy profession Watch for early buying signals and close as soon as
possible Constantly practice sale-closing techniques
Recognize Closing Opportunities Help Customer Make a Decision Don’t Talk Too Much and Don’t Rush a
Customer
Specialized Methods for Closing the Sale
Which Close – encourages a customer to make a decision between two items.
Standing-Room-Only Close – when a product is in short supply or when the price will be going up in the near future.
Direct Close – method in which you ask for the sale
Service Close – services that overcome the obstacle or problems (ex. This purchase comes with gift wrapping, warranties, guarantees, bonuses, and/or premiums)
Failure to Close
Wrap-up
What would you do if a customer had four items in front of him/her and was confused about making a purchase decision?
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