CHAPTER 13
Closing the Sale
Close When the Prospect is Ready
• Approach ?
• Early in presentation ?
• Middle of presentation ?
• After demonstration ?
• After benefits ?
• After presentation ?
• Buying signals ?
• After trial close ?
• Multiple closes ?
• Another day ?
Reading Buying Signals
• A buying signal is anything that prospects say or do
indicating they are ready to buy
• Ask questions
• Ask another person’s opinion
• Relaxes and becomes friendly
• Pulls out a purchase order form
• Carefully examines merchandise
Answering a Prospect’s Buying Signal
Question with a Question
• Buyer says:
• What’s you price?
Salesperson says
In what quantity?
• When can you make delivery?
When do you need it?
• What are your terms?
What do you need?
• Do you have Model 1 in stock? Is that the one you want?
Twelve Keys to a Successful Closing
• Think success! Be enthusiastic.
• Plan your sales call.
• Confirm your prospect’s needs in the approach.
• Give a great presentation.
• Use trial closes during and after your presentation.
• Smoke out a prospect’s real objections.
• Overcome real objections.
• Use a trial close after overcoming each objection.
• Summarize benefits as related to a buyer’s needs.
• Use a trial close to confirm previous step.
• Ask for the order and then be quiet.
• Leave the door open. Act as a professional.
There are Eleven Closing Techniques in
this Chapter. Each………
 Is different
 Can be used with other closing techniques
 Helps you be a better communicator
 Helps you better serve others
 Should be carefully studied
Closing Techniques
• Alternative choice
• Assumptive
• Compliment
• Summary of benefits
• Continuous yes
• Minor points
• T Account / Balance sheet
• Standing room only
• Probability
• Negotiation
• Technology
What to do After the Close?
• The close was a success……..
• Reassure the customer. Remove any cognitive dissonance
• Depart quickly
When You Do Not Make the Sale
• Know that you cannot sell everyone
• Don’t take buyer’s denial personally
• Be courteous and cheerful…thank the customer
• Leave the door open
• Make plans for a follow up call
• Critique your performance and learn from the experience