Module 12 • Closing the sales


Activity 1 1. What are the three closing signals a prospect can give to show that he is ready to close the deal? Briefly explain each one and give examples.


2. What are the steps recommended for a salesperson after an unsuccessful close? 3. List six closing techniques a salesperson can make use of to close a sale. 4. Classify the following closing techniques: 4.1 “I can understand your hesitation; the colour is certainly not exactly what you had in mind. But many of our customers felt the same way, until their friend received the gift. They found that this colour is very popular.”


4.2 “One of the reasons I wanted to finalise this today for you is that we only have five blue items left in stock.”


4.3 “If you join this month, you’ll receive this gym bag for free.” 4.4 “Would you prefer the green or yellow one?” 4.5 “Where can we deliver it for you?” 4.6 “Would you like to place an order?”


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