What is a Close?
The process of helping people make a decision that
will benefit them.
o You help them make that decision by asking them to
buy.
o A question or action designed to elicit a buying
decision
o
Closing
Attempt to Close
the Sale When
Computers
and Closing
The Prospect is Ready.
o The prospect is in the "conviction stage" of the mental
buying process.
o
Can make closing quicker
o Can quickly calculate complex prices
o Can fax or e-mail multiple parties
o
Perspectives on Closing
Closing should be natural and easy
o It should be planned like the rest of the process
o Closing is integrated throughout the presentation. It is not a separate event
o Each point of agreement is a minor close.
o Failure to close comes from an inadequate performance in other areas
o
Abraham Lincoln's Record
1832
1833
1834
1835
1836
1838
1843
1846
1848
1849
1854
1856
1858
1860
Defeated in the race for the legislature
Failed in business
Elected to legislature
Sweetheart died
Suffered a nervous breakdown
Defeated for speaker in the legislature
Defeated for nomination to Congress
Elected to Congress
Lost renomination
Rejected for job as land officer
Defeated for Senate
Defeated for nomination for vice-president
Defeated for Senate
Elected sixteenth president of the United States