Closing notes

Here are some notes on closing a sale that a former employee put together. You might find them helpful.

Closes

In sales lingo, the close is the part of the conversation that is the turning point, the moment that determines whether you have made a sale or not. We have a few different ways to close a sale, and we all tend to use some of them without thinking. If we had a well rehearsed repertoire of effective closes in our memory, just waiting to be used, think of the possibilities!! We could be like the expert batter that not only swings to hit the ball, but also adjusts his grip, angle and swing to deal with different types of pitches. This is what distinguishes the mediocre from the great.

One type of close is the order blank close. This involves simply gathering information, without the customer necessarily being aware that a sale is being finalized.

The alternate choice close gives a couple choices as the only options. Instead of saying, “Would you like to make an appointment?” you can say, “Which day would you like to come in, the _____ or the ______?”

A limited availability close involves pretty much just what it sounds like.

And then there’s the assumptive close, in which you go ahead with the reservation process assuming that they will stop you if it’s not okay. A good basic script will hit most of them in just a few short sentences. So following good scripting pays off . Not all situations will be the same, however, so it’s good to know and understand the various closes. Sometimes you will want to use only one or a combination of them, depending on the circumstances.

Some basic closes then are:

1 Order blank**2 Assumptive 3 Alternate choice 4 Limited availability

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