Sales Closing

A close is the final step in the trajectory of a presentation. If the prospect was qualified (product applicable) and states that your product meets the requirements at a fair price then a sale should happen. Unless a competitor product is clearly better or has a lower price. The close should result in a win-win proposal for the prospect and for you. The prospect gains the solution and can go on to other tasks. You get a sales and earn a commission. Your company gets needed sales revenue to remain viable.

It’s important to emphasize that the prospect’s best interests should come first. A sales detrimental to the prospect will be Pyhrric victory. In other words the ultimate cost of the victory far outweighs the sought after gain with disastrous consequences.

For reference to solidify your sales expertise a list of 93 close techniques will be documented. These are good to know but should never be required. This will be a future lesson.