9Closing the Sale and Follow-up

image_31

Learning Objectives

This chapter completes our journey through the selling process by examining closing the sale and following-up to enhance customer relationships. Closing is a natural progression of the process. Because we are building toward win-win solutions with customers, closing simply connotes that both parties recognize the value-added of doing business with one another. Postsale follow-up presents a marvelous opportunity to add even more value to clients through problem solving and service.

After reading this chapter, you should be able to:

  • Define closing and explain how closing fits into the ...

Get Contemporary Selling, 5th Edition now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.