Guidelines for Closing the Sale
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.
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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