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15.1_Moore_Boggess

How to Close a Sale

QuestionAnswer
Identify customer buying signals. Facial expressions, body language, and comments.
Few rules for closeing a sale. Recognize closing opportunities, help customers make decision, and creat an ownership mentality for the customer.
Select appropriate specialized methods for closing a sale. Which close, direct close, and standing-room-only close, service close.
Closing the sale Obtaining agreement to buy from customer.
Buying signals Things customers do or say to indicate readiness to buy.
Trial close Inital effort to close a sale to test the readiness of the customer.
Standing-room-only close High pressure tactic often used in real estate. Must act quickly or item will be off the market.
Direct close You ask for the sale. Used when buying signals are really strong.
Service close Closing method in which you explain sevices that overcome obstacles and problems.
Created by: vhaun
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