Guidelines for Closing the Sale

  1. 14.2 List and discuss selected guidelines for closing the sale

A number of factors increase the odds that you will close the sale (Figure 14.2). These guidelines for closing the sale have universal application in the field of selling.

An illustration shows the factors to be considered while planning and actions to be undertaken during the close.

Figure 14.2

The presentation strategy should include reviewing these guidelines for closing and confirming the sale.

Focus on Dominant Buying Motives

Most salespeople incorporate the outstanding benefits of their product into the sales presentation. This is only natural. However, be alert to the one specific benefit that generates the most excitement. ...

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