Charles M. Futrell,
Texas A&M University
| alternative-choice close | Gives the prospect a choice between two alternatives.
(See 339)
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| assumptive close | A type of close that assumes the prospect will buy.
(See 340)
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| buying signal | Anything that prospects say or do indicating they are ready to buy.
(See 332)
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| closing | The process of helping people make a decision that will benefit them by asking them to buy.
(See 331)
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| compliment close | A close in which the salesperson ends with a compliment to the prospect.
(See 340)
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| continuous-yes close | A kind of close by which the salesperson develops a series of benefit questions that the prospect must answer.
(See 342)
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| minor-points close | A close in which the salesperson asks the prospect to make a low-risk decision on a minor element of a product.
(See 342)
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| negotiation close | A close in which buyer and seller find ways for everyone to have a fair deal.
(See 347)
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| probability close | A close that permits the prospect to focus on his or her real objections, which a salesperson attempts to reverse with a persuasive sales argument.
(See 346)
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| standing-room-only close | A close by which a salesperson suggests that if a prospect does not act now, he or she may not be able to buy in the future, thus motivating the prospect to act immediately.
(See 346)
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| summary-of-benefits close | A close in which the salesperson summarizes the benefits of the product in a positive manner so that the prospect agrees with what the salesperson says.
(See 341)
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| T-account close | A close that is based on the process that people use when they make a decision by weighing the pros against the cons.
(See 344)
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| technology close | A close in which the seller uses technology to present information.
(See 347)
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2002 McGraw-Hill Higher Education