Closing the Sale


Closing refers to obtaining a final agreement to purchase. All the salesperson’s efforts are witnessed unless the client “signs on the dotted line;” yet this is where many salespeople fail. It is natural to delay making purchase decisions. But as the time it takes the salesperson to close the sale increases, the profit to be made from the sale goes down, and the risk of losing the sale increases. Consequently, the salesperson’s task is to speed up the final decision. Often, this can best be done by simply asking for an order.

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