Lesson 6: Closing the Sale


Types of Closes




When you have received positive responses and think it is time to close, ask for a decision.  This is the time to provide the customer with something that will benefit him/her.  The four most common types of closes are below.




Test the buyer’s intent to make sure you are on the right track.  This can be used at any stage of the sales process and is a great way to check to see if there are still any objections.




In this type of close, the salesperson acts like the person has already decided to buy. The assumptive close asks for a minor decision as though the customer is going to purchase.




This closing method offers more than one clearly defined option to the customer. The customer is asked to make choices.




Salespeople must remember to actually ask for the sale. Matching the benefits of the product to the customer's needs are not enough. The direct close entails simply asking for the appropriate action.  This close is not aggressive or pressuring the customer. It is about letting the customer know that you want their business.




No matter which technique you decide to choose always show confidence in the product/service and the customers decision.