Vocabulary
What is Closing the Sale?
Closing the sale: obtaining positive agreement from the customer to buy
What are the 3 ways to recognize closing opporitunities?
high customer interest
Effective product presentation
Excite the customer
"Walk in this party/ These girls are looking nice...."
Juju on dat beat
What is a which close?
Which close: a closing method that encourages a customer to make a decision between two items
What will allow you to succeed?
PERSEVERANCE is the way to succeed
What are the 4 buying signals?
* Nonverbal
Facial expressions
Body language
Customer readiness to buy
What are the 4 ways to help customers make a decision?
- Narrow the selection down
Then Narrow all the way down to 2 options
Give them benefits and features of buying the two products
Allow them to make their decisions
"First let me hop out the...."
nasty freestyle
What is standing room only?
Standing-room-only close: method used when a product is in short supply or when the price will be going up in the near future
What do you need to maintain?
Maintain a Positive Attitude
What is a trial close?
What is a trial close?Trial Close: an initial effort to close a sale
How do you create ownership mentality?
Indicate ownership, such as you and your. For Example: you will like these shoes when your hiking and it starts to rain.
"So baby...."
Closer
What is direct closing? Provide a example!
method in which you ask for the sale
Ex. “How would you like to pay for this purchase - cash, check, credit card?”
What do you need to REMEMBER?
Exciting product demonstrations close the sale
Too many options doom a sale
What do you do in retail sales?
invite the customer to shop again; even if the customer does not purchase any product, they will remember that experience and come back
What are the two threatening words in closing the sale?
Today and Now
"It's me...."
Hello- Adele
What is the service close?
Service close: method in which you explain services that overcome obstacles or problems
What do you need to learn from feedback?
Learn what factors contributed to a buyer’s decision to not buy
What is organizational sales?
Organizational Sales: Negotiation for months before closing the sale. (not yet ready to buy)..
How do you pace your closing?
Close the sale and stop talking about the products. Because it may annoy the customer.
Do not rush the customer into making a buying decision. BE PATIENT.
"Zooming through...."
Little Einsteins
Provide a Example of any of the methods!
Any example!!
What is the 4 steps to handling closing sale failures?
Failure to close sale →
Maintain a positive attitude →
keep communication open →
assess feedback