Lesson 6: Closing the Sale


Timing


How do you know when it is time to close the sale, or how do you know a customer is ready to make a purchase?  Think about some cues the customer may give you.  Click on Cues for a list of some possible signals a customer may give.

  • Reaches for wallet or purse.
  • Closely re-examines/samples the merchandise.
  • Excited when observing the merchandise.
  • Studies the service contract intently.
  • Nods in agreement when the terms and conditions of the sale are explained.
  • Verbal cues by customers when closing a sale
    • “Do you offer free deliver? Or Do you have this item in white?
    • “I really feel good with this sweater on.”