In some cases, the most effective close is one that combines two or more of the closing methods we have discussed. To illustrate, let us observe Colleen White as she attempts to close a sale in the office of a buyer for a large department store. Colleen represents a firm that manufactures a wide range of leather clothing and accessories. Near the end of her planned presentation, she senses that the prospect is quite interested in her products but seems reluctant to make a decision.

This is how Colleen handles the close: “Ms. Taylor, we have discussed several benefits that seem especially important to you. First, you agree that this line will be popular with the fashion-conscious shoppers your store caters to. Second, you indicated that the prices I quoted will allow you excellent profit margins, and third, if we process your order now, you will have the merchandise in time for the preholiday buying period. With this in mind, let’s go ahead and process your order today.” Notice that this starts with a summary of benefits and ends with an assumptive close.