Chapter 7
Creating Closings That Make Your Prospect Take Action
In This Chapter
Understanding why your closing is so critical
Identifying the parts of an effective closing
Steering clear of cliché closings
Putting together the elements for a persuasive closing
Creating urgency to act with a call to action
Leaving behind slides or handouts
Professional performers strategically plan their endings to leave their audience clamoring for more in order to sell CDs, T-shirts, and future tickets. Salespeople too need to put some planning into the closing of their presentation in order to leave prospects on a high note, ready to take those next steps.
A great closing has the power to drive home your point and move your prospect to take action, whereas a weak or unclear ending can derail even the most stellar presentation. The closing is your chance to make a lasting final impression on your ...
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