| A | B |
|---|
| buying signals | things customers do to indicate a readiness to buy |
| trial close | an initial effort to close a sale |
| closing the sale | obtaining an agreement to buy from the customer |
| which close | encourages customers to make a decision btwn two items |
| standing-room-only close | used when a product is in short supply or when price will go up in near future |
| direct close | method in which you ask for the sale-buying signal is very strong |
| service close | method in which you explain services that overcome obstacles or problems (gift wrapping, return policy, etc) |
| suggestion selling | selling additional goods/svcs to the customer - need batteries for that toy? |
| customer relationship mgmt (CRM) | finding customers and keeping them satisfied |
