FREE online courses on Selling Step by Step - Closing the Sale - Importance

Closing is the natural culmination of the sales process. It is an agreement to do business and is the sum total of the steps… from the time you first contacted the prospect until he/she is satisfied with the purchase.

It is true that when the product- its features, benefits etc. have been communicated well and the sales presentation is complete and clear, there is no difficulty in closing the sale, as all the obstacles and objections to the sale have been removed, to the prospects satisfaction. But at times, even after an excellent presentation, and in spite of thorough prospecting, some prospects refrain from positive commitments. This is the time, when you need to give an extra push that will trigger a buying response.

 

Thus, this is the last and the most crucial stage of any sales presentation. The whole exercise shall become useless if the sale does not take place. The main aim of close is to convince the prospect to sign the order form or to place an order immediately, rather than in future.

 

Therefore you should be alert and use good judgement to spot an opportunity when to close the sale. This will require judging the mood, attitude and perception of the prospect, right from the beginning i.e., from the time of planning, prospecting, presentation and demonstration till the close.