How to close a sale

1. How to close a sale Chapter 15.1

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

3. 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

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

5. 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

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

7. 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

8. 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

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

10. 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?”

11. 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

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

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

14. Failure to close sales • Get feedback • 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

15. 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

16. 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?