| A | B |
|---|
| relationships | helpful for future sales |
| perseverance | a personal characteristic that allows for successful a sale in the future |
| standing-room-only close | can be used when the price of a product will soon increase |
| evaluate | to analyze what has occurred |
| service close | offering a customer a payment plan for a purchase |
| cross-selling | suggesting related merchandise |
| trial close | a first attempt to get a customer’s agreement to buy |
| departure | reinforce a customer’s buying decision |
| which close | encouraging a customer to decide between two items |
| direct close | used when the buying signal is strong |
| Winning Edge Theory | small differences in ability can translate into enormous differences in results |
| closing the sale | Obtaining positive agreement from a customer to buy. |
| buying signals | Things customers say or do to indicate a readiness to buy. |
| suggestion selling | Selling additional goods or services to the customer. |
| up-selling | Suggesting a customer to buy a larger quantity |
