1. Closing Begins the Relationship
Chapter 13
Closing Begins the Relationship

2. Reading Buying Signals
A buying signal is anything that a prospect says or does to indicate that he is ready to buy
Asking questions
Asking another person’s opinion
Relaxing and becoming friendly
Pulling out a purchase order form
Carefully examining merchandise

3. Closing Under Fire
The first “no” from the prospect isn’t necessarily an absolute refusal to buy

4. Exhibit 13.7: Techniques for Closing the Sale: Which Close Should be Used?

5. Closing Begins the Relationship
When you make a sale for the first time, you change the person or organization from a prospect to a customer.

6. Always place the customer’s needs first
The Last Key to Successful Closing is to “Leave the Door Open. Act as a Professional.” How Can That Be Done?
Always place the customer’s needs first
Be a person of character, integrity, and trustworthiness
If your product will help the person, then you will be back another day

7. If You Close and Receive an Objection, What Should You Do?
Find out what the objection is

8. After You Find Out What the Objection Is and Answer It, What Should You Do Next?
Ask a trial close to determine if you have overcome the objection

9. When You Do Not Make the Sale
Know that you cannot always sell everyone
Don’t take buyer’s denial personally
Be courteous and cheerful
Leave the door open