| A | B |
|---|
| Closing the sale | obtaining an agreement from the customer to buy |
| Buying signals | Things a customer does to indicate readiness to buy |
| Trial close | Initial effort to close the sale |
| Which Close | have customer make a decision between two items |
| Standing-Room-Only Close | use when product in short supply |
| Direct Close | Ask for the sale |
| Service Close | Explains services that overcome obstacles |
| Suggestion Selling | selling additional goods or services to the customer |
| Cross selling | Offering related merchandise |
| Up selling | Recommend larger quantities |
| Promotional items | Calling attention to special sales opportunities |
