The sales comes to a natural close, if the method of present action is very effective one. Sometimes, the sale may not come to satisfactory close. In such cases, the salesman requires certain procedures to stimulate the decision of the buyers. These methods are as follows.
(i) Getting a series of positive answers
This method frames a set of questions that normally produce positive answer ‘yes’. The prospect is asked a series of questions and he gives ‘yes’ answers to all these questions. As the prospect is in ‘yes’, mood, he is likely to say, yes to buy a product. The salesman tries to reverse the resistance of the prospect into a favorable attitude towards purchase. The prospect is called questions which relate to utility, durability, and service of the products, customers, choice and financial position.
(ii) Narrowing the choice to help the prospect decide
When the prospect is offered a wide range of products he faces a lot of difficulties in making his choice which the product he has to select and buy. This happens when a large verities of sarrees are shown to ladies. Of course, this widens the choice, but the lady customer will be at a loss to select the one wanted most. Here the salesman should study the study the interest of the prospect and show her a narrowed yet selected choice area.
(iii) Summing up the selling points
At the last part of the sales interview, the salesman usually summarizes the principal advantages and special features of the product. This is done in order to remind prospects how they shall be benefited.
(iv) Offering inducements to buy now
The salesman may offer certain inducements to the prospects in order to close the sale. For example, the salesman when sells radio sets, may say, “If you buy in this month, we will install the radio in your house without any extra charge.” The other inducements may be in the form of discount, price reduction, gift, free door delivery, after sales service etc.
(v) Asking direct and indirect questions
If the prospect has finally selected to purchase the product and he is in a happy mood, the salesman may ask him direct questions. Indirect questions may be asked.
(vi) Assuming the goods
Under this method, the salesman assumes that the prospect has already decided the particular product. He is determined and going to buy the product.
(vii) Suggestion choice
The salesman uses suggestions to close a sale. For example, he might say, “If you send your employee who will operate it.
(viii) Closing on minor point
Here the salesman tries to get the decision of the buyer over a minor point. The prospect decides some minor points, such as colour, size, brand, delivery date, payment system.
(ix) Complimenting the choice
For silent, unresponsive and thoughtful customers, this method of closing a sale is most suitable. The salesman may compliment his choice of the prospect when he finds that the choice of the prospect when he finds that the choice of the prospect when he finds that the eye of a prospect are fixed on a particular product.
When the customers are found to be very much sentimental, this method can be used as the final effort to push a sale. Very often the prospects take a long period to buy for some reason. In this case, the salesman appeals to the customer to buy so as to close a sale.