Closing Evaluation Lists

It’s important as an ongoing training exercise for salespeople and assistants to track how many customers they help during the day and how many of those customers are closed on a sale. How many customers were closed divided by how many customers were helped yields a percentage that is called the closing percentage. The closing percentage is a stat that is kept weekly and logged into each salesperson’s personal stats page.

Each salesperson and assistant must keep a written list (closing evaluation list) of the names of the customers that were helped during the day and note what the result of the interaction was. There are only three possible results: the sale was closed, the customer walked, or the sale was turned over to another salesperson. If the sale was turned over, it is noted to whom it was turned over, and that second salesperson should have on his or her list that customer’s name and the result of that interaction.

These closing evaluation lists should be turned in to the Sales Manager at the end of every week with your stats. The Sales Manager should also review the closing lists daily and investigate all situations where the customer walked without a turnover, and coach the salesperson who was involved on proper use of turnover techniques.