Sales resistance was not negotiated effectively. Attempt to close too early or too late. B. Look at closing from the prospect's point of view. Recognize concerns in prospect's mind. Maybe I should postpone buying.
Determination is the key.
C. Closing the sale - the beginning of the partnership Closing the sale is part of the selling process. Closing the sale should be thought of as the beginning of a long-term relationship. Guidelines for Closing the Sale A. Focus on dominant buying motives. Be alert to the one benefit that generates the most excitement and give that benefit the greatest emphasis. Give prospects a reason to buy, some information so that they can act in their own best interests.