The document discusses different methods for closing a sale. It begins by explaining that closing a sale means obtaining a customer's agreement to purchase. It describes buying signals that indicate a customer is ready to buy and introduces the trial close as an initial method to test readiness. Several specialized closing methods are then outlined, including the which close to compare options, standing-room-only close for limited supplies, direct close by directly asking for the sale, and service close to address obstacles. The document concludes that failing to close is normal and to invite the customer back while gaining experience will help improve closing skills.

1. Closing the Sale

2. How to Close a Sale
• The buying signals that a customer sends.
• The rules for closing a sale.
• The specialized methods of closing a sale.
What You’ll Learn

4. Closing the sale . . .
. . . is obtaining
positive agreement
from the customer to
buy.

5. Timing the Close
Buying Signals
• things customers do or say
to indicate a readiness to
buy.
• Comments
• Facial expression.
• Body language
• Actions

6. Trial Close
• The initial effort to close the sale.
• Tests the readiness of a customer.
• Beneficial because you will learn, even if the
customer is not ready.
• Beneficial because you may reach your goal.

7. Good salespersons . . .
• Recognize closing
opportunities
• Help customers make a
decision
• Create an ownership
mentality
• Don’t talk too much and
don’t rush a customer

8. Specialized Methods for Closing the Sale
Which Close
• encourages a customer to make a decision
between two items.
• Review the benefits of each item
• Ask, “Which do you prefer?”

9. Specialized Methods for Closing the Sale
Standing-Room-Only Close
• used when a product is in short supply or when
the price will be going up in the near future.
• Use only when honestly called for
• May be perceived as “high pressure” tactic
• Say, “I’m sorry, but I can’t promise that I’ll be
able to make you this same offer later.”
• Often used with high-demand real estate

10. Specialized Methods for Closing the Sale
Direct Close
• directly ask for the sale.
• Use when the buying signal is strong.
• “Can I assume that we’re ready to talk about the
details of your order?
• “How would you like to pay for this purchase?”

11. Specialized Methods for Closing the Sale
Service Close
• Explains obstacles that require special service in
order to close the sale.
• Gift wrapping
• Return policy
• Warranties
• Bonuses or premiums
• Help paying for the item offer credit

12. Failure to Close the Sale
• Don’t despair
• Invite the customer to
shop in your store again
• Business-to-business sales
are rarely closed on the first
call – ask if you can call again.
• Practice and experience will
help

13. Thank You