This document provides tips and techniques for successfully closing sales. It discusses when is the right time to close a sale based on buyer signals. It also covers overcoming objections by using multiple closes and asking questions. Finally, it outlines 12 keys to closing a sale, including being enthusiastic, confirming needs, overcoming objections, summarizing benefits, and asking for the order.

1. Closing the Sale Dr. Jim Burton Marketing & Real Estate Richards College of Business

2. Overview When to Close Overcoming Objections Prepare for Many Closes 12 Keys to Successful Closing Some Techniques for Closing A Multiple-Close Sequence Six Sales Mistakes

3. When to Close When the Prospect is Ready! Read the Buying Signals Buyer asks questions Buyer asks other’s opinion Buyer relaxes & becomes friendly Pulls out a purchase order form Buyer carefully examines product

4. Overcoming Objections Always Be Closing (ABC) Ask for the Order & Be Quiet Get the Order, then Move On ! Use Multiple Closes Overcome the FEAR of Closing Use Planned & Well-Rehearsed Presentation Ask, Ask, Ask !

5. Essentials of Closing Sales Be Sure your Prospect Understands Tailor your Close to each Prospect Consider the Customer’s Point of View Never Stop at First “NO”

6. Essentials of Closing - Continued Recognize Buying Signals Attempt a Trial Close After Asking for Order - Be Silent ! Set High Goals Develop Confident Attitude

7. 12 Keys to Close Think Success ! Be Enthusiastic. Plan your Sales Call. Confirm your Prospect’s NEEDS in the Approach Give a GREAT Presentation

8. 12 Keys to Close Use Trial Closes Smoke out the Prospect’s REAL Objections OVERCOME the Real Objections Use a Trial Close after Overcoming Each Objection

9. 12 Keys to Close Summarize BENEFITS as related to Buyer’s NEEDS Use Trial Close to Confirm Benefits/Needs Ask for Order, then Silence Leave the Door Open Be a Professional

10. Common Closing Techniques Alternative-Choice Close Assumptive Close Compliment Close Summary-of-Benefits Close Continuous-Yes Close Minor-Points Close

11. Common Closing Techniques T-Account or Balance Sheet Close Standing-Room-Only Close Probability Close Negotiation Close: Value/Price Laptop PC Close

12. Multiple-Close Sequence Several Different Closes Use Closing Techniques based on the Situation, p.362

13. Six Sales Mistakes Tells instead of Sells Over-Controls the Buyer Doesn’t Recognize her NEEDS Or Overcome with Benefits Avoids Dealing w/Negative Attitudes Effectively Makes WEAK Closing Statements