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| A closing technique in which the salesperson takes for granted that the customers agree with all that has been said in the presentation and that they will buy |
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| A closing technique in which the salesperson helps the customer reach a buying decision by reducing the number of items from which to choose, and then asking the customer to choose between the remaining ones |
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Definition
| A closing technique in which the salesperson helps the customer reach a buying decision by reducing the number of items from which to choose, and then asking the customer to choose between the remaining ones |
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Definition
| A closing technique in which a salesperson answers a customer’s objection so that the customer no longer has a reason not to buy |
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Definition
| A percentage of the total sale amount paid to the individual or business that makes the sale |
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| A closing technique that depends upon the salesperson’s proving a point to the customer to remove obstacles to the sale |
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| Contrasting advantages and disadvantages close: |
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Definition
| A closing technique that involves comparing a product’s pros and cons |
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Definition
| The most simple and natural of all closing techniques; involves merely asking the customer to buy |
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| A motivator (in sales, for example, a monetary bonus for reaching a certain goal |
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Definition
| A closing technique that involves getting the customer to make minor decisions about a purchase before asking for the major decision of whether to buy or not; also known as stimulus-response close |
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Definition
| A closing technique in which the salesperson tells a story about other people who successfully made a buying decision and how the product solved their problem |
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| A point of difference between a customer and a salesperson that may prevent a sale; the customer’s reason for not buying |
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Definition
| A closing technique that uses products that go with the item being presented to help customers make buying decisions |
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Definition
| The point in the selling process at which the customer makes a favorable buying decision |
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| The sales procedure in which the salesperson shows the customer the benefits of the product’s features; includes the sales dialogue and product demonstration |
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Definition
| A closing technique in which the salesperson stops talking after the presentation to allow the customer time to think and to respond |
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| Standing-room-only close (SRO): |
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Definition
| A closing technique in which the salesperson creates a sense of urgency to buy by mentioning that the item being presented is one-of-a-kind or in limited supply |
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Term
| Suggesting ownership close: |
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Definition
| A closing technique in which the salesperson stresses the enjoyment or the benefits the customer will enjoy from owning a product |
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Definition
| A closing technique in which the salesperson reviews a product’s features and benefits at the conclusion of the presentation |
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