14-10 Which of the following statements, often made by prospects, would you interpret as buying signals?

1. “How much would the payments be?”

2. “Tell me about your service department.”

3. “The company already has an older model that seems good enough.”

4. “We do not have enough cash flow right now.”

5. “How much would you allow me for my old model?”

6. “I do not need one.”

7. “How does that switch work?”

8. “When would I have to pay for it?”

14-11 You are an accountant who owns and operates an accounting service. You have been contacted by the president of an advertising agency about the possibility of your auditing his business on a regular basis. The president has indicated that he investigated other accounting firms and thinks they price their services too high. With the knowledge you have about the other firms, you know you are in a strong competitive position. Also, you realize his account would be profitable for your firm. You really would like to capture this account. How will you close the deal? List and describe two closing methods you might use in this situation.

14-12 Zig Ziglar, Brian Tracy, and Tom Reilly are all well-known authors and speakers on the subject of closing the sale. Access each of their websites—www.zigziglar.com, www.briantracy.com, and www.tomreillytraining.com—and research the books, courses, and videos they have available for companies and individuals to purchase, and learn more about closing the sale. Prepare a summary of what you find available. Does the material in this chapter parallel the kind of information these individuals present?