This document provides guidance on closing sales, including when to close, techniques for closing, common mistakes to avoid, and what to do if a sale is not made. It recommends closing a minimum of 3 times using techniques like alternative choice, assumptive, compliment, and summary of benefits closes. The document also emphasizes recognizing buying signals, overcoming objections, leaving the door open if a sale is not made, and staying positive.

1. Closing the Sale
SALES MANAGEMENT
Compiled & Presented By:
Anuj Sharma
Text Book: Fundamentals of Selling –
Customers for life through services by Charles
M. Futrell (12th Edition)
Pre-Class Reading – Chapter 13
Presented to the students of Tolani
Institute of Management Studies

2. When should you pop the question?
Approach
Early in
Presentation
Middle of
Presentation
After
Demonstration
After Benefits
After Presentation
Buying Signals
After Trial Close
Multiple Closes
Another Day
RIGHT TIME TO
CL SE?
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3. Read the Buying Signals
• Asks questions
• Asks another person’s opinion
• Relaxes and becomes friendly
• Pulls out a purchase order form
• Carefully examines the merchandise
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4. What makes a good closer?
• Strong desire to close each sale.
• Positive attitude about product’s ability.
• Prepares for sales call.
• Asks intelligent questions.
• Earnestly listens to prospect.
• Be alert for closing signals.
• Use ABC
4

5. Ask for the order & be quiet!
The prospect cannot escape making the decision
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6. Get the order – Then move on!
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7. How many times should you close?
• Minimum 3 closes
• 3 – 5 well executed closes
• Employ wit, charm & personality in a creative manner
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8. Difficulties with Closing
• Mental Block – Past failure
• Makes the decision for the prospect
• Doesn’t work hard in developing a customer profile
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9. 12 Keys to a Successful Closing
1. Think success! Be enthusiastic.
2. Plan your sales call.
3. Confirm your prospect’s needs in the approach.
4. Give a great presentation.
5. Use trial closes during and after your presentation.
6. Smoke out a prospect’s real objections.
7. Overcome real objections.
8. Use a trial close after overcoming each objection.
9. Summarize benefits as related to a buyer’s needs.
10. Use a trial close to confirm step 9.
11. Ask for the order and then be quiet.
12. Leave the door open. Act as a professional. 9

10. Techniques for Closing the Sale
Closing
Techniques
Alternative-
Choice
Assumptive
Compliment
Summary-of-
benefits
Continuous-
yes
Minor-PointsT-Account
Standing
Room Only
Probability
Negotiation
Technology
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11. Alternative-Choice Close
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12. Assumptive Close
12

13. Compliment Close
13

14. Summary-of-Benefits Close
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15. Continuous Yes
15

16. Minor Points Close
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17. T-Account
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TO ACT NOT TO ACT
1. Fast Delivery
2. Good Profit
3. Good Credit
1. Narrow Assortment

18. Standing-Room Only
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19. The Probability Close
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20. The Negotiation Close
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21. The Technology Close
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22. Prepare a Multiple-Close Sequence
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23. Close Based on the Situation
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24. Watch out for these 6 Common Mistakes!
1. Tells instead of sells; doesn’t ask enough questions.
2. Overcontrols the call; asks too many closed-end questions.
3. Doesn’t respond to customer needs with benefits.
4. Doesn’t recognize needs; gives benefits prematurely.
5. Doesn’t recognize or handle negative attitudes effectively.
6. Makes weak closing statements; doesn’t recognize when or how
to close.
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25. When you do not make the sale…
• Don’t take the buyer’s denial personally.
• Don’t burn the bridges!
• Be courteous and cheerful.
• Build a sound business relationship.
• Review what happened.
• Strengthen your presentation.
STAY POSITIVE!!!
IT’S NOT THE END OF THE WORLD!!!
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26. Thank You!!!
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• Grazie
• Gracias
• Domo Arigato
• Merci
• Danke
• Obrigado
• Mahalo
• शुक्रिया