Selling Today: Partnering to Create Value, 14/e

Strategic planning for closing the sale leads to actions during the close. The individual factors listed under both are as follows:

Strategic planning for closing the sale

1. Review possible barriers to closing the sale.

2. Review closing guidelines.

3. Prepare several closing methods.

4. Plan to ask for the order more than once.

5. Practice closing.

Actions during the close

1. Recognize closing clues.

2. Focus on point of greatest interest.

3. Handle tough points early.

4. Avoid surprises.

5. Keep prospect involved.

6. Display confidence.

7. Accommodate buyer's communication style.

8. Ask for order more than once.