Presented by Daniel Toriola
As a business entrepreneur, you should know ways to make your keynote speech or a workshop presentation
remarkable, be ready for your upcoming university or college class presentation and have a presentation to
energize your team-members
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Closing: An Essential part of the closing process
By Jelani Khalfani
Closing: An Essential part of the closing process by Jelani Khalfani
Closing: An Essential Part of the Selling Process
The ultimate outcome of the selling process is to close the sale. Closing the sale is extremely
problematic for most sales people often causing them to lose sight of this vital objective. Studies show
that a vast majority of sales people never even try to close the sale by simply asking for the order.
Some marketing executives estimate that as many as 50 % of all sales representatives quit after their
first sales meeting and fewer that 12% persist until a buyer finally says “yes”.
It is imperative that you learn the art of asking for business, or your chances of consistently selling your
products or services will be reduced significantly.
When a sales presentation is made properly, the natural conclusion to the transaction is to close the
deal. Most buyers expect to be asked to take action when your sales presentation is followed to its
natural conclusion. At this point in a sale, you do not need to use special closing techniques you simply
to ask for the business.
Closing is actually the easiest part of the selling process. However, most sales representatives and
professionals do not believe that closing is easy, because most of today’s sales training teaches the
closing process backward.
Using a marriage proposal as an analogy, marketing professional Steven Brown in American
Salesman suggests that the emphasis on presentation and closing skill