Elements and Performance Criteria
- Respond to buying signals
- Identify verbal and non-verbal buying signals
- Assess verbal and non-verbal buying signals
- Make a decision as to whether to respond to a buying signal by initiating close of sale
- Utilise trial closes to assist the buyer to make decisions on minor points related to the product
- Use trial closes strategically during different stages of the sales process
- Negotiate the sale
- Initiate a formal close to the sales process following one or more trial closes
- Negotiate conditions of the agreement
- Assess a range of different strategies to close the sale
- Select a strategy to close the sale
- Utilise supportive and confirming language to support the closure of the sales process
- Describe and demonstrate options for simple sales transactions to match specified situations
- Respond to the prospect's decision to purchase in an assertive manner
- Finalise the agreement
- Outline a summary of the agreement to the buyer
- Confirm the buyer's decision
- Ensure process and completion of the sales transaction comply with organisational requirements
- Prepare and complete sales documents
- Ensure advice on financing arrangements is accurate, matches the buyer's financial situation, and complies with organisational requirements
- Identify and present cross selling opportunities to the buyer
- Express a desire to continue the sales relationship and conduct future sales transactions