INTRODUCTION TO BUSINESS MARKETING

How to Close a Sale

Overall Objective

In a role-play situation, the student will close a sale with at least 70% accuracy, according to the rating sheet developed by the instructor.

Enabling Objectives

Identify your Customer

There are four types of buyers

Understand each type of buyer

Each buyer can be grouped into a category

Timing the Close

Buying Signals Things customers do or

say to indicate a readiness to buy

These signals include: facial expressions, body language, and comments

Trial Close Tests the readiness of

the buyer Initial effort to close

the sale

When to Close

You begin closing once you meet your customer

All actions are directed towards closing

Remember: ABC’s

Closing the Sale

Recognize Closing Opportunities

Help Customers Make a Decision

Use words like “you and your” to create ownership

What Defines a Great Close

Enthusiasm

Emotionally packed

Fantastic Presentation

Various Techniques for Closing a Sale

Trial Close Series of trial close

questions Trial close questions

give you an indication of interest

Which Close Encourages buyer to

make a decision between two items

Various Techniques for Closing a Sale

Standing-room-only close Used when product is

in short supply and the price will soon rise

Direct Close You ask for the sale When buying signal is

strongService Close

Explain services to overcome buyer objections

Be Prepared for Objections

Prepare for potential objections

Formulate responses for potential objections

Be able to think on your feet

The Close Question

Establish a close question

Memorize your close question

Practice your close

Eight Yes’s

Strive for yes

Green light means go

More yes’s = greater chance of completing the sale

Handling Indecision

Fill out closing documents

Get buyer to an emotional high, then close

Give the buyer one more reason to buy

Quick Summary

Customer buying signals help a salesperson determine a customer's readiness to buy, which is important in trial closes. The signals include facial expressions, body language, and comments.

General rules for closing a sale are the following: recognize closing opportunities, help customers make a decision, create an ownership mentality, do not talk too much, and do not rush.

The three specialized methods for closing a sale are the which close, the standing-room-only close, and the service close.

Review Quiz

1. What is closing the sale?

a. Obtaining an agreement to buy from the customer

b. Obtaining a few buying signals from the customer

c. A trial close technique

d. A way to get feedback from the customer

2. What is a which close?

a. A selling method used when a product is in short supply

b. A method where you ask for the sale directly

c. A way to encourage a customer between two items

d. None of the above

Review Quiz

3. If the customer is giving you strong buying signals, which close would you use?

a. The which close

b. The standing-room-only close

c. The direct close

d. The service close

4. What is suggestion selling?

a. An after-sales activity

b. A service close

c. Selling additional goods or services besides the main purchase

d. Suggesting which product to choose when the customer is hesitating

Review Quiz

5. CRM is

a. Maintaining relationships with customers

b. Offering related merchandise

c. Giving customers reviews of the product

d. Demonstrating the product

Homework

Due Next Class:Case StudyDECA Prep

Sales-Role Play:Begin preparing for your role-play. I will give

you practice time in class, and then we will act out the role-play!