Chapter 19
Closing
CHAPTER OVERVIEW
What the Buyer and Seller Are Experiencing
Buyer
Seller
Closing as a Natural End to the Sales Process
Types of Closes
I know that a lot of readers will probably want to know right away what unique and special closes might be described in this chapter. However, it’s important to understand first what the buyer and seller are experiencing as they near decision-making time. It’s also critical to recognize that closing really is a natural progression that occurs beginning from that key opening conversation to rapport to questioning to handling objections and so on. We’ll discuss those issues, then cover types of closes.
This Buyer Has Heard All of the Closes
Melissa collides with a very experienced prospect. Here’s ...
