H. Recognize closing clues. Closing clue is an indication, either verbal or nonverbal, that the prospect is prepared to make a buying decision. Sometimes the customer outlines a condition that must be met before buying. Prospect begins showing agreement by nodding. Prospect leans forward and appears to be intent on hearing message.
Prospect begins to examine product or study sales literature intently.
Preplan several closing methods and use the ones that seem most appropriate. A. Trial close Trial close is a closing attempt made at an opportune time during the sales presentation to encourage the customer to reveal readiness or unwillingness to buy. Do not postpone closing attempts until sales presentation is completed. Closing attempts should be made at opportune times during the sales presentation. Most appropriate after obtaining sufficient agreements to buy.