Successful Outcomes
Success Means Closing the Sale:
While developing rapport and gathering information through quality questions is useful, your efforts could be wasted unless you know how to close. Many salespeople lose the business because they oversell and wait for the client to say when they are ready to buy.
In reality, most clients need a prompt. You give your clients’ this prompt with a close. A good salesperson should close on all major agreements throughout the sales process. At the end you recycle through all the things previously agreed, and then close by saying on the basis we meet all the agreements, are you happy to go ahead with the proposal today?