1. Adapting the Close and Confirming the Partnership
Chapter 14
Adapting the Close and Confirming the Partnership

2. Six-Step Presentation Plan
Step 1-Approach
Step 2-Presentation
Step 3-Demonstration
Step 4-Negotiation
Step 5-Close

3. Step Five Close Plan appropriate closing methods
Recognize closing clues
Initiate closing methods

4. Customers’ Buying Anxieties
Loss of options
Fear of making a mistake
Social or peer pressures

5. Guidelines for Closing the Sale
Focus on dominant buying motives
Longer selling cycles and incremental commitments
Negotiating the tough points before attempting the close
Avoid surprises at the close
Display a high degree of self-confidence at the close
Ask for the order more than once

6. Recognize Closing Clues
An indication that the prospect is preparing to make a buying decision
Verbal
Questions
Recognitions
Requirements
Nonverbal
Facial expressions
Nodding
Leans forward
Examines product or literature

7. Specific Methods for Closing the Sale
Trial close
Direct appeal close
Assumptive close
Summary-of-benefits close
Special concession close
Multiple options close
Balance sheet close
Management close
Impending event close
Combination closes

8. Confirming the Partnership
Confirmation step--taking time to reassure the customer
Buyer’s remorse--feelings of regret, fear or anxiety

9. What to Do When the Buyer Says No
Make sure the deal is really dead
Review the chain of events and analyze lost sales
Interview the client
Prepare the prospect for contact with the competition