Assumption close

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

Bonus close

A closing technique in which customers are offered something extra for buying immediately

Choice close

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

Closing on objection

A closing technique in which a salesperson answers a customer’s objection so that the customer no longer has a reason not to buy

Commission

A percentage of the total sale amount paid to the individual or business that makes the sale

Contingent close

A closing technique that depends upon the salesperson’s proving a point to the customer to remove obstacles to the sale

Contrasting advantages and disadvantages close

A closing technique that involves comparing a product’s pros and cons

Direct close

The most simple and natural of all closing techniques; involves merely asking the customer to buy

Incentive

A motivator (in sales, for example, a monetary bonus for reaching a certain goal

Minor-points close

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

Narrative close

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

Objection

A point of difference between a customer and a salesperson that may prevent a sale; the customer’s reason for not buying

Related product close

A closing technique that uses products that go with the tem being presented to help customers make buying decisions

Sales close

The point in the selling process at which the customer makes a favorable buying decision

Sales presentation

The sales procedure in which the salesperson shows the customer the benefits of the product’s features; includes the sales dialogue and product demonstration

Silence close

A closing technique in which the salesperson stops talking after the presentation to allow the customer time to think and to respond

. Standing-room-only close (SRO)

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

Suggesting ownership close

A closing technique in which the salesperson stresses the enjoyment or the benefits the customer will enjoy from owning a product

Summary close

A closing technique in which the salesperson reviews a product’s features and benefits at the conclusion of the presentation