Decision / Conclusion

  • Notice buying signals
  • Use closing techniques
  • Summarize confirm everything
  • Who is doing what and when
  • Next step
  • Take the order – ask for it
  • Book next meeting
  • Get personal – build relationship
  • Thank you


Buying signals


  • Verbal
  • Customer asks for details: How is the delivery?
  • The dealer repeats the arguments
  • The customer expresses himself: “Fits exactly, good solution …”
  • Asking for argument for another person, eg for workers
  • Non verbal – Body language
  • Customer nods
  • Facial expressi0ons, mouth, eye contact etc
  • Takes up and feels on the product
  • Calls in someone else and tells about the solution


Closing techniques


  • Alternative technology
  • Calculate (apparent) options for the customer. He will no longer decide to buy, but only on the options: “Is the amount enough or should we add something?
  • Control questions
  • Try to make it clear to the customer that there are no further objections: “What do you think about this?”
  • Summarize the benefits and say nothing
  • Summarize the three main benefits and be quiet. The summary appears as something around and complete. The customer will say something because the silence is difficult to stand out with: “Our lamp is very light, illuminates the whole room and is really easy to use.”
  • “Pretend” method
  • Talk as if the customer has already ordered. Instead of thinking about the purchase, he is considering the administration. “I recommend that you order the new products today, so you have them in stock. Is it enough for 10? “
  • Ask the merchant to make a decision
  • Only when the customer decides he gets the added benefit! “This offer applies to ….”