The document discusses closing sales, including identifying customer types, recognizing buying signals, timing the close, handling objections, and closing techniques. It defines closing a sale as obtaining agreement to buy from the customer. Buying signals like facial expressions and comments help determine readiness. Techniques include trial closes, the which close between two items, and explaining services to overcome objections using a service close. Preparing responses to potential objections is also advised.

1. INTRODUCTION TO BUSINESS MARKETING How to Close a Sale

2. Overall Objective In a role-play situation, the student will close a sale with at least 70% accuracy, according to the rating sheet developed by the instructor.

3. Enabling Objectives

4. Identify your Customer There are four types of buyers Understand each type of buyer Each buyer can be grouped into a category

5. Timing the Close Buying Signals Things customers do or say to indicate a readiness to buy These signals include: facial expressions, body language, and comments Trial Close Tests the readiness of the buyer Initial effort to close the sale

6. When to Close You begin closing once you meet your customer All actions are directed towards closing Remember: ABC’s

7. Closing the Sale Recognize Closing Opportunities Help Customers Make a Decision Use words like “you and your” to create ownership

8. What Defines a Great Close Enthusiasm Emotionally packed Fantastic Presentation

9. Various Techniques for Closing a Sale Trial Close Series of trial close questions Trial close questions give you an indication of interest Which Close Encourages buyer to make a decision between two items

10. Various Techniques for Closing a Sale Standing-room-only close Used when product is in short supply and the price will soon rise Direct Close You ask for the sale When buying signal is strong Service Close Explain services to overcome buyer objections

11. Be Prepared for Objections Prepare for potential objections Formulate responses for potential objections Be able to think on your feet

12. The Close Question Establish a close question Memorize your close question Practice your close

13. Eight Yes’s Strive for yes Green light means go More yes’s = greater chance of completing the sale

14. Handling Indecision Fill out closing documents Get buyer to an emotional high, then close Give the buyer one more reason to buy

15. Quick Summary Customer buying signals help a salesperson determine a customer's readiness to buy, which is important in trial closes. The signals include facial expressions, body language, and comments. General rules for closing a sale are the following: recognize closing opportunities, help customers make a decision, create an ownership mentality, do not talk too much, and do not rush. The three specialized methods for closing a sale are the which close, the standing-room-only close, and the service close.

16. Review Quiz 1. What is closing the sale? a. Obtaining an agreement to buy from the customer b. Obtaining a few buying signals from the customer c. A trial close technique d. A way to get feedback from the customer 2. What is a which close? a. A selling method used when a product is in short supply b. A method where you ask for the sale directly c. A way to encourage a customer between two items d. None of the above

17. Review Quiz 3. If the customer is giving you strong buying signals, which close would you use? a. The which close b. The standing-room-only close c. The direct close d. The service close 4. What is suggestion selling? a. An after-sales activity b. A service close c. Selling additional goods or services besides the main purchase d. Suggesting which product to choose when the customer is hesitating

18. Review Quiz 5. CRM is a. Maintaining relationships with customers b. Offering related merchandise c. Giving customers reviews of the product d. Demonstrating the product

19. Homework Due Next Class: Case Study DECA Prep Sales-Role Play: Begin preparing for your role-play. I will give you practice time in class, and then we will act out the role-play!