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