How To Close The Sale

Question 1

What are the steps for closing a sale?

Answer 1

Check:
- understanding of the needs
- for any other info
- if client has any other questions

Summarise:
- confirm any actions or agreements

Ask:
- for the business and commitment

Question 2

What are the different techniques for closing the sale?

Answer 2

• Trail close
• action plan
• direct close
• alternative close

Question 3

When should a trial close be used?

Answer 3

• As a test to determine if the buyer is able to buy
• after handling an objection effectively

Question 4

When should an action plan close be used?

Answer 4

• as a consultative close
• to involve the buyer in the decision

Question 5

When should a direct close be used?

Answer 5

To clarify or summarise a level of commitment

Question 6

When should an alternative close be used

Answer 6

When timescales are involved

Question 7

Examples of trial close?

Answer 7

“How does that sound so far?”

“Before we move on, how do you feel about what we have discussed?”

“From what you’ve told me, do you think now is a good time to act?”

Question 8

Examples of action plan close?

Answer 8

“What are the next steps?”

“How do we move forward with this?”

Question 9

Example of direct close?

Answer 9

“Are you happy for me to supply when you next have a position?”

Question 10

Example of alternative close?

Answer 10

“Which day would be best for you, Wednesday or Thursday?”