Closing the sale
Section: Advanced Agribusiness
Units: Sales
Lesson Title: Closing the Sale
What is closing a sale?
• It is one of the final steps in the selling
process when the salesperson asks the
customer if he or she is ready to buy.
• You should close the sale when the
customer is highly interested in product.
How do you close a sale?
• There are nine different ways to close a sale
– Direct Close
– Summary Close
– Alternative Choice Close
– Order Blank Close
– Impeding Event Close
– Call Back Close
– Trial Order Close
– Balance Sheet Close
Direct close
• A Direct close is when a salesperson asks
for the order.
• Briefly restate the products benefits.
• No nonsense approach.
• Bested used when you feel the customer is
going to buy the product.
Summary Close
• A summary close is when the salesperson
summarizes the features, advantages, and
benefits of the product.
• You must use another type of close to truly
close the sale with this type of close.
Alternative Choice Close
• The alternative choice close gives the
customer a choice of products rather than
asking them to buy or not to buy.
Order Blank Close
• The order blank close uses an order blank
to get more information from the customer
on what they want in their product.
• This close is used best when the salesperson
has a hard time keeping the buyer focused
on the sale.
Impeding Event Close
• The impeding event close uses an event to
make the consumer buy.
• These events include change in shipping
rates, price increase, or a shortage of the
product.
• The event must be based on truth or the
buyer – salesperson relationship is harmed.
Call Back Close
• The call back close is used with large sales.
This close allows the consumer time to get
additional information, think about their
decision, or work out credit issues.
• This close requires that the salesperson
returns to finish the sale.
Trial Order Close
• The trial order close is used when you want
a customer to try out a product to close the
sale.
• This is the easiest close but some products
cannot be used and returned such as
fertilizer, seed, etc.
Balance Sheet Close
• The balance sheet close requires that the
salesperson creates a list of pros for buying
the product and the customer creates a list
of cons for not buying the product.
• Another method of closing is also required
for this closing.
Why is closing a sale
important?
• Closing the sale is the most important part
of the sales process because it is the reason
people sale. If you don’t get someone to
buy your product there is no reason to sell
it.