How to close a sale Chapter 15.1

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

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

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

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

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

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

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

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

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?”

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

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

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

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

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

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?