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Closing The Sale

In sales, the saying goes, “You should always be closing”. While that’s definitely a good rule
of thumb, if you know some common buying signals and can identify them in your customer,
then closing will come naturally. It will be a close that is based on the entire interaction

with the customer—not too soon or too late, and never pushy.

See if you can identify examples of buying signals. Checkmark each verbal and nonverbal

buying signal from the list below:

Verbal: Nonverbal:
q “Oooh, I really like this color!” q Smiling
q “This would look great in our kitchen.” q Smirking WELCOME & ORIENTATION / TRAINING ROADMAP

q “That may not fit in my house." q Checking their watch
q “The kids would love this.” q Glancing around the store

q “Wow, this is really nice.” q Nodding

When you hear or see these signs, it is time to close the sale. Here are some effective
types of closing phrases you can use to wrap up the sale. Decide which ones you like and

use them often:
• “Looks like you really like this set! Let’s get your delivery booked before the schedule fills

up.” (sense of urgency)

• “Would 5pm or 7pm work better tonight to deliver this?” (assumptive close)

• “Would you like to begin filling out our simple order form?” (trial close)

• “Let’s go over here and get going on the paperwork.” (assumptive close)

OVERCOMING OBJECTIONS
Did You Know? If you’ve been in sales before, you know that a few choice phrases,
One thing is for certain, or objections, can bring a close to a screeching halt. Some are:
80% of lost sales in • “I really need to check with my spouse…”
the retail world happen
because the salesperson
did not ask for the • “I think I need to shop around a little more…”
customer’ s business; they
failed to assume the • “I won’t qualify for credit…”

close. What are some other phrases that you’ve heard in sales that
stop a close in its tracks?

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