Tertiary Catalogue
Closing Sales
Chapter 1: Keep Trying Know what you’re going to say when you close – prepare your closes. If your first close fails, use recovery lines to get back on track. Persist by chasing up opportunities, expanding offers and keep the door open to new business. Chapter 2: Think Bigger When closing, be a salesperson, not a collecting agent. Widen your horizons and look for the upsell opportunities. Think of all the positive reasons the client should say yes. Chapter 3: Ask for the Order Try for an early close. It could save your time or teach you more about the customer’s needs. Build an agreement staircase towards closing the deal. Then use silence – let the customer speak first.
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