Selling Today: Partnering to Create Value, 14/e

Adapting the Close—an Attitude that Adds Value

1. 14.1 Describe the proper attitude to display toward closing the sale

Heather Ramsey, Corporate Catering Manager at Marriott Houston Hobby featured in Chapter 13, looks at closing from the prospect’s point of view. Although the special event plan she prepared may seem perfect, she realizes that the customer may have a different point of view. A special event in her department may be a corporate reception, a wedding, a bar mitzvah, or a class reunion. She must try to see the actual event through the eyes of the customer and, from this insight, use adaptive closing questions to confirm the sale and a long-term partnership. Heather believes that relationship-building skills must be applied at every ...