After reading this chapter, you should be able to

• Define closing and explain how closing fits into the relationship-selling model.



• Understand different closing methods and provide examples of each.



• Discuss the concept of rejection and ways to deal with it.



• Identify various verbal and nonverbal buying signals.



• Know when to trial close.



• Recognize and avoid common closing mistakes.



• Explain aspects of follow-up that enhance customer relationships.



• Understand the sales manager's role in closing the sale and follow-up.