From the course: Management: Top Tips

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Closing the sale

Closing the sale

From the course: Management: Top Tips

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Closing the sale

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- So, you've built rapport with the customer, you've asked them questions in order to find out what they're needs are, you've shown them how you have the features that will give them the benefits they're looking for, you've handled any objections, you finally get to the close. Wouldn't it be terrible to blow it at this late point and not make the sale? And a lot of people really worry about the close because it comes at the end, and it's really the crunch point where you find out whether all your work is going to pay off or not. But the close doesn't have to be like that. And ideally, you would develop a soft type of close, rather than having the customer decide whether to jump off a cliff and commit themselves, you round the edges of the cliff over. So a good close would be something like, "Do you want to pencil in a date?" or "Should we look at some of the details "of what you might have?" or "Should we look at some of the paperwork "and see what sort of details would be on there?"…

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