1 / 12

Closing the Sale

Closing the Sale. Chapter 15. Sec. 15 Sec. 1 – How to Close a Sale. What You’ll Learn. The buying signals that a customer sends. The rules for closing a sale. The specialized methods of closing a sale. Closing the sale . . . . . . is obtaining positive agreement from the customer to buy.

halen
Download Presentation

Closing the Sale

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript


  1. Closing the Sale Chapter 15

  2. Sec. 15 Sec. 1 – How to Close a Sale What You’ll Learn • The buying signals that a customer sends. • The rules for closing a sale. • The specialized methods of closing a sale.

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

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

  5. 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.

  6. 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

  7. 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?”

  8. 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

  9. 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?”

  10. 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

  11. 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

More Related