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| 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 |
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| Bonus close: A closing technique in which customers are offered something extra for buying immediately |
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| 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 |
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| 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 |
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| Commission: A percentage of the total sale amount paid to the individual or business that makes the sale |
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| Contingent close: A closing technique that depends upon the salesperson’s proving a point to the customer to remove obstacles to the sale |
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| Contrasting advantages and disadvantages close: A closing technique that involves comparing a product’s pros and cons |
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| Direct close: The most simple and natural of all closing techniques; involves merely asking the customer to buy |
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| Incentive: A motivator (in sales, for example, a monetary bonus for reaching a certain goal |
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| 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 |
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| 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 |
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| . Objection: A point of difference between a customer and a salesperson that may prevent a sale; the customer’s reason for not buying |
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| Related product close: A closing technique that uses products that go with the tem being presented to help customers make buying decisions |
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| Sales close: The point in the selling process at which the customer makes a favorable buying decision |
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| 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 |
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| Silence close: A closing technique in which the salesperson stops talking after the presentation to allow the customer time to think and to respond |
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| 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 |
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| Suggesting ownership close: A closing technique in which the salesperson stresses the enjoyment or the benefits the customer will enjoy from owning a product |
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| Summary close: A closing technique in which the salesperson reviews a product’s features and benefits at the conclusion of the presentation |
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