Chapter 15: Closing the Sale

trial close

an initial effort to close a sale

service close

closing method in which you explain services that overcome obstacles and problems

which close

encourages a customer to make a decision between two items

customer relationship management

finding customers and keeping them satisfied

direct close

method in which you ask for the sale

closing the sale

obtaining an agreement to buy from the customer

Suggestion Selling Methods

offering related merchandise, recommending larger quantities, calling attention to special sales opportuniies

After-Sales Activities

order processing, departure, order fulfillment, follow-up, customer service, keeping a client file, evaluate your sales efforts

Rules for Closing the Sale

recognize closing opportunities, help customers make a decision, create an ownership mentality, do not talk too much and do not rush

suggestion selling

selling additional goods or services to the customer

buying signals

things customers do or say to indicate a readiness to buy

standing-room-only close

used when product is in short supply or when the price will be going up in the near future.

Specialized Methods for Closing the Sale

which close, standing-room-only close, direct close, service close

Rules for Suggestion Selling

1. Use suggestion selling after the customer has made a commitment to buy but before payment is made or the order written. 2. Make your recommendation from the customer's point of view and give at least one reason for your suggestion. 3. Make the suggestion definite. 4. Show the item you are suggesting. 5. Make the suggestion Positive.