"Close" is the process of helping the prospect to make a decision that benefits him first than salesman. 'Close' means concluding the sales. It is the act of actually getting the prospect's assent to the sales proposal and the prospect agree to buy or gives the order.
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The importance of a close in the selling process cannot be over exaggerated. It has its own place. Its significance lies in the purposes it serves and the benefits it brings because, close is the much awaited result point that either gives victory or defeat. Let us summarize its significance by boiling down to the following points:
Good many salesmen who have mastered most of the aspects of selling are unfortunately still poor when it comes to closing an clinching the deal. These salesmen can be aptly compared to foot bailers who take the ball right across the field, but hesitate to make a goal.
Every salesman is naturally interested in not only early close but successful close. Closing or concluding a sale is the most critical stage for the salesman because it is this stage where prospect is converted into customer; in other words his desire gets a concrete shape of demand.
A 'trial' close is not a final close. It is a question or questions asked by the salesman to the prospect to get the much desired buying signals. A 'trial' close is an attempt to close at any point of sales talk to see whether the prospect is on the way to say 'yes' to his proposal.
A well-planned presentation followed by its implementation is expected to result in a natural positive close. However, this need not happen all the time. That is why the salesman is to play the role of a construction consultant to the tilting prospect to decide.