1. Closing the Sale and Following Up

2. Recognizing Customer Buying Signals
Things a customer will do or say to indicate a readiness to buy.
Included: facial expressions, actions, and comments.
Attempt a trial close, an initial effort to close the sale.

3. Rules for Closing the Sale
Listed on page 217 of marketing essentials.

4. Specialized Methods for Closing the Sale
Which Close
Encourages a customer to make a decision between two items.

5. Specialized Methods for Closing the Sale
Standing Room Only Close
Used when the product is in short supply or when the price will be going up in the near future.
Used infrequently because it can be perceived as high pressure tactic.

6. Specialized Methods for Closing the Sale
Direct Close
You (the salesperson) asks for the sale.
Ask questions about which specific product the customer would like to purchase or ask how the customer would like to pay for the purchase.

7. Specialized Methods for Closing the Sale
Service Close
Explains services that overcome obstacles or problems.
Examples: Special method of payment, return policies