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?