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?