I remember once observing a salesperson in Houston Texas in one of the country's most successful stores handle this situation. Now let's see if we can help you choose the furniture you can be happy with. Shortly afterward, I saw him escorting the customer to the sales counter. In that regard, I tend to disagree with those sales trainers who teach that there is no need to spend much time learning how to close. Their reasoning is that if one does a good job of probing, qualifying, selecting and supporting, the sale will follow as surely as night follows day.
Closing is as much a skill as opening and probing and supporting.
It is one of the four synergistically interdependent skills needed for consistent success in selling. As such, closing is a skill which like the other skills, calls for a lot of practice. Also, I like Learning International, Inc.'s emphasis on the importance of reviewing the benefits the customer accepted. Reviewing these benefits is a powerful technique at the point of closing. One further thing about buying signals.