closing the sale chapter 15. sec. 15 sec. 1 – how to close a sale the buying signals that a...
TRANSCRIPT
![Page 1: Closing the Sale Chapter 15. Sec. 15 Sec. 1 – How to Close a Sale The buying signals that a customer sends. The rules for closing a sale. The specialized](https://reader034.vdocuments.net/reader034/viewer/2022051412/551691a6550346a25b8b4f10/html5/thumbnails/1.jpg)
Closing the SaleChapter 15
![Page 2: Closing the Sale Chapter 15. Sec. 15 Sec. 1 – How to Close a Sale The buying signals that a customer sends. The rules for closing a sale. The specialized](https://reader034.vdocuments.net/reader034/viewer/2022051412/551691a6550346a25b8b4f10/html5/thumbnails/2.jpg)
Sec. 15 Sec. 1 – 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
![Page 3: Closing the Sale Chapter 15. Sec. 15 Sec. 1 – How to Close a Sale The buying signals that a customer sends. The rules for closing a sale. The specialized](https://reader034.vdocuments.net/reader034/viewer/2022051412/551691a6550346a25b8b4f10/html5/thumbnails/3.jpg)
![Page 4: Closing the Sale Chapter 15. Sec. 15 Sec. 1 – How to Close a Sale The buying signals that a customer sends. The rules for closing a sale. The specialized](https://reader034.vdocuments.net/reader034/viewer/2022051412/551691a6550346a25b8b4f10/html5/thumbnails/4.jpg)
Closing the sale . . .
. . . is obtaining positive agreement from the customer to buy.
![Page 5: Closing the Sale Chapter 15. Sec. 15 Sec. 1 – How to Close a Sale The buying signals that a customer sends. The rules for closing a sale. The specialized](https://reader034.vdocuments.net/reader034/viewer/2022051412/551691a6550346a25b8b4f10/html5/thumbnails/5.jpg)
Timing the Close
• Buying Signals – things customers do or say to indicate a readiness to buy.–Comments–Facial expressions–Body language–Actions
![Page 6: Closing the Sale Chapter 15. Sec. 15 Sec. 1 – How to Close a Sale The buying signals that a customer sends. The rules for closing a sale. The specialized](https://reader034.vdocuments.net/reader034/viewer/2022051412/551691a6550346a25b8b4f10/html5/thumbnails/6.jpg)
• 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.
![Page 7: Closing the Sale Chapter 15. Sec. 15 Sec. 1 – How to Close a Sale The buying signals that a customer sends. The rules for closing a sale. The specialized](https://reader034.vdocuments.net/reader034/viewer/2022051412/551691a6550346a25b8b4f10/html5/thumbnails/7.jpg)
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
![Page 8: Closing the Sale Chapter 15. Sec. 15 Sec. 1 – How to Close a Sale The buying signals that a customer sends. The rules for closing a sale. The specialized](https://reader034.vdocuments.net/reader034/viewer/2022051412/551691a6550346a25b8b4f10/html5/thumbnails/8.jpg)
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?”
![Page 9: Closing the Sale Chapter 15. Sec. 15 Sec. 1 – How to Close a Sale The buying signals that a customer sends. The rules for closing a sale. The specialized](https://reader034.vdocuments.net/reader034/viewer/2022051412/551691a6550346a25b8b4f10/html5/thumbnails/9.jpg)
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
![Page 10: Closing the Sale Chapter 15. Sec. 15 Sec. 1 – How to Close a Sale The buying signals that a customer sends. The rules for closing a sale. The specialized](https://reader034.vdocuments.net/reader034/viewer/2022051412/551691a6550346a25b8b4f10/html5/thumbnails/10.jpg)
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?”
![Page 11: Closing the Sale Chapter 15. Sec. 15 Sec. 1 – How to Close a Sale The buying signals that a customer sends. The rules for closing a sale. The specialized](https://reader034.vdocuments.net/reader034/viewer/2022051412/551691a6550346a25b8b4f10/html5/thumbnails/11.jpg)
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
![Page 12: Closing the Sale Chapter 15. Sec. 15 Sec. 1 – How to Close a Sale The buying signals that a customer sends. The rules for closing a sale. The specialized](https://reader034.vdocuments.net/reader034/viewer/2022051412/551691a6550346a25b8b4f10/html5/thumbnails/12.jpg)
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