Chapter 7

Principle 6 (Part Two): Closing the Sale


In this chapter, we’ll go through a step-by-step process for getting the best results out of your sales efforts. I have to warn you that there are a lot of lists in this chapter. It’s the best way to communicate the concepts as many of them are a series of steps. This will help you create a game plan for successful sales meetings.

We’ll then cover some other topics that are also important in selling, like writing a strong proposal. Ideally, you will walk out of your sales meetings with the elements of the proposal discussed and agreed. We’ll also look at establishing criteria that ...

Get Smart Marketing now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.