Closing the Sale and Following Up

1. Closing the Sale and Following Up

2. Recognizing Customer Buying Signals • Things a customer will do or say to indicate a readiness to buy. • Included: facial expressions, actions, and comments. • Attempt a trial close, an initial effort to close the sale.

3. Rules for Closing the Sale • Listed on page 217 of marketing essentials.

4. Specialized Methods for Closing the Sale Which Close • Encourages a customer to make a decision between two items.

5. Specialized Methods for Closing the Sale Standing Room Only Close • Used when the product is in short supply or when the price will be going up in the near future. • Used infrequently because it can be perceived as high pressure tactic.

6. Specialized Methods for Closing the Sale Direct Close • You (the salesperson) asks for the sale. • Ask questions about which specific product the customer would like to purchase or ask how the customer would like to pay for the purchase.

7. Specialized Methods for Closing the Sale Service Close • Explains services that overcome obstacles or problems. • Examples: Special method of payment, return policies