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. B. Negotiating the tough points before attempting the close.
Most products are vulnerable in one or more cases.
C. Longer sales cycles require more patience. More people are involved in purchases. Buyers have more options. D. Avoid surprises at the close. Some salespeople make the mistake of waiting until the close to reveal information that may surprise the prospect.