Chapter 14:

Adapting the Close and

Confirming the Partnership
 Team: 11
Name of the Group Members ID No
Rajib Miah 23-154
MD Tahseen Ahmed 23-133
 Adapting the close and
ID-154

confirming the partnership

1. Describe the proper attitude to display toward closing the sale.

2. List and discuss selected guidelines for closing the sale.

3. Explain how to recognize closing clues.

4. Discuss specific methods of closing the sale.

5. Explain what to do when the buyer says yes and what to do when the buyer says no
ID-154

Adapting the Sale – an Attitude that

Adds Value
Use of any closing method that is perceived by the customer as pushy or manipulative will
damage the chances of building a long-term partnership
Even if after getting the sale
Use positive need-satisfaction questions.
Once the best solution is determined, asking for the order (AFTO) would be the best logical step.
ID-154 Adapting the Sale – an Attitude that
Adds Value (Preparation of the close
involves)
1. Understanding customer needs,
2. Custom-fitting solutions, and
3. Planning appropriate closing methods
ID-133

Closing the Sale – The Beginning of the

Partnership
“you don’t close sales; you build commitment to a course of action that brings value to the
customer and profit to the seller.”
-Tom Reilly, Author Value-Added Selling

Need
Approach Desire
Discovery
ID-133

Guidelines for Closing the Sale

Buying motives
Multiple commitments
◦ More decision makers are involved
◦ Incremental commitment

Negotiate
ID-133

Guidelines for Closing the Sale

Avoid surprises
◦ Hidden charge, extra charge, delivery timeliness

Tough Mindedness
◦ Looking at eyes
◦ Nonapologetic

Asking for the orders several times

◦ Clarification of ‘No’
 Recognize Closing
Clues

 Closing Clue (buying signals) – an

indication, either verbal or nonverbal,
that a prospect is preparing to make a
buying decision
 Many are subtle
 Empathy helps detect them
Trial Close
Known as the ‘minor point’ close.
Good way to taste the attitude of the buyers towards the actual purchase.
Presented in the form of confirmation question.

“We can arrange an August first shipment. Will this date be satisfactory?”
“Will you rather this plan on July first or July fifteen?”
Direct Appeal Close
It has the advantages of clarity and simplicity.
Asking the result in a straightforward manner.
Many buyers find it attractive.
Being silent is the ‘secret weapon’ according to John Livesay, ad director of
W magazine.
It helps to give the customers time thinking about the proposal.
Assumption Close
It is something called ‘the take-it-for-granted’ close assuming
the buyers already agreed to buy.

Assuming the person is ready top buy.

“If you feel the Model 211 gives you the major benefits you are
looking for, let’s schedule the delivery next Tuesday”
Summary-of-Benefits Close
Understanding the customers’ demand and disclose some
important facts that can help bringing about a favorite
decision.

It can be referred as ‘the Step-by-Step’ close.

Specific Methods for Closing the Sale
(Continued)
Special Concession
Close
• Offering the buyer an extra
incentive
• Sale price, quantity
discount or a flexible
credit plan
• Such approach should be
handled with care
Multiple Options Close
• Allowing the prospect to
examine several options
regarding configuration and
price
• Effective for price- conscious
buyers
• The least interesting options
should be eliminated
Specific Methods for Closing the Sale
(Continued)
Management Close
Balance Sheet Close • Involvement of top
• Beneficial for the management in closing
consumers facing sales
difficulties in making
decision
• The salesperson draws a T
Specific Methods for Closing the Sale
(Continued)
Impending Event close Combination close
• Also known as • Combination of different
positive/negative closing techniques
technique
• Turning the consumer
needs into sales point
Adapting to the Customer’s
Communication Style
Directive
 Goal-oriented
 Sales person needs to display
confidence
Supportive
 Slow purchasing decision
 Worry about taking risk
 Should not be pressurised

Emotive
 Seeks social acceptance
Reflective
 Values factual information
 Requires to maintain eye
 Less likely to be influenced by
contact and become a good
emotion
listener