You have Reached Your Destination—Closing the Sale

Ricky McKenna ()

Chapter Chapter 10 in The Sales Sat Nav for Media Consultants, 2023, pp 161-175 from Springer

Abstract: Abstract With the question of closing the sale the preceding sales efforts begin to make sense. The sales contract must leave a binding and sustainable character for both the salesperson and the customer. The top priority in concluding a contract is to satisfy and excite the customer, because he understands how he will benefit from the offer. The risk of the order being canceled is minimized, because the customer has recognized the sense and the chances of the offer. This chapter describes verbal and nonverbal customer buying signals and how to react to them correctly. In addition, it presents different closing techniques, all of which have the same focus: highlighting the customer’s benefit.

Date: 2023
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DOI: 10.1007/978-3-658-40734-6_10

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