Closing the Sale
Not what you're looking for?
Why is closing the sale important? When might you use the different types of closing? How might selecting the wrong approach adversely affect the close? Provide examples. If a closing is not effective, what are your options?
Purchase this Solution
Solution Summary
The importance of closing the sale. References are included.
Solution Preview
Closing the sale means that the prospective client or customer is committed to take action. High-priced products and services involve many stages in the selling process. It's hard to earn money the easy way so it is just understandable that buyers take time to decide on buying products that cost much. It's almost impossible to find a buyer that decides to purchase a product at the first appointment with the sales agent. Sometimes it can happen but it is not the common expected way or practice. Some agents try to shorten the sales cycle by trying to push the closing of the sale at a short time. It is better to diligently follow the four phases (introduction, opening conversation, demonstrating the ability of the product, and obtaining a commitment) so that it won't appear that the agent is forcing on the issue and when the buyers realize this, they become offended and resort not to buy at all.
Another importance of closing the sale is that it gives a clear understanding of what the sales agent and the buyer expects to happen after the interaction. They set the objectives and the buyer shows commitment to buy the product by agreeing to take action that can lead to a possibility of a purchase decision (Clausen, 2010). A sale may also close with the sales agent earning the sale. A sale may also close without any commitment from buyer or there shall be no sale from the buyer.
Different types of closing a sale and when they are used:
? 1-2-3 Closing ...
Purchase this Solution
Free BrainMass Quizzes
Change and Resistance within Organizations
This quiz intended to help students understand change and resistance in organizations
Employee Orientation
Test your knowledge of employee orientation with this fun and informative quiz. This quiz is meant for beginner and advanced students as well as professionals already working in the HR field.
Operations Management
This quiz tests a student's knowledge about Operations Management
Accounting: Statement of Cash flows
This quiz tests your knowledge of the components of the statements of cash flows and the methods used to determine cash flows.
Team Development Strategies
This quiz will assess your knowledge of team-building processes, learning styles, and leadership methods. Team development is essential to creating and maintaining high performing teams.