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Mastering Sales Closures: Recognizing Buying Signals and Effective Strategies

This guide explores key strategies for closing sales effectively. Learn to recognize customer buying signals through their facial expressions, comments, and actions. It discusses the trial close as an initial step towards sealing the deal. You'll discover specialized methods, including the 'Which Close' to help customers choose between products, the 'Standing Room Only Close' for scarce or time-sensitive products, the 'Direct Close' which involves asking for the sale directly, and the 'Service Close' that highlights services addressing customer hurdles. Equip yourself with the skills to boost sales success!

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Mastering Sales Closures: Recognizing Buying Signals and Effective Strategies

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Presentation Transcript

  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

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