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15 questions
Depends on fulfilling a specific condition
contingent close
trial close
assumption close
satisfaction close
When the customer is offered an additional item or discount
bonus close
contingent close
assumption close
choice close
When a customer is given options between two or three different products
choice close
satisfaction close
contingent close
suggestion selling
Guaranteeing the customer will like the product
satisfaction close
assumption close
mental ownership
buying signal
When a customer acts and speaks as if the product is already theirs
mental ownership
buying signals
assumption close
satisfaction close
Comments, facial expressions, non-verbal communication, and actions
buying signals
mental ownership
buying behavior
assumption close
"I have a perfect place for this in my living room"
mental ownership
assumption close
satisfaction close
contingent close
"Mr. Wainwright, I will have the equipment delivered Thursday morning. Does that work into your schedule?"
assumption close
contingent close
bonus close
direct close
"If you buy this item, you can get an additional one for 25% off."
bonus close
choice close
contingent close
satisfaction close
"Mr. Lee, after using the one-stage and two-stage commercial coffee maker, which do you prefer?"
choice close
bonus close
trial close
suggestion selling
"Mr. Miller, you can try this worry-free for 60 days. If you aren't completely satisfied, you can return it for a full refund."
satisfaction close
trial close
contingent close
assumption close
Ms. Stanford, if I can have the office furniture delivered and installed on Thursday, will that be soon enough for you?"
contingent close
satisfaction close
mental ownership
choice close
If a man buys a suit and the sales person recommends a shirt, tie, and a belt that would go well with it.
suggestion selling
bonus close
buying signals
trial close
Customer makes a decision quickly and says "I'll take it!"
trial close
assumption close
mental ownership
buying signal
The close of the sale can happen at any point during the sales process, not just the end
true
false
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