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Closing is the fifth step and most important step in the sales process .Closing is a sales term which refers to the process of making a sale. The sales sense springs from ready to buy signals, where closing is the final step of a transaction. In sales, it is used more generally to mean achievement of the desired outcome, which may be an exchange of money or acquiring a signature.

Ready to Buy Signals:

  1. Asking about availability

  2. Asking specific questions about rates, prices… etc

  3. Asking about features, options, quality or warranties

  4. Asking positive questions about your product/service

  5. Asking for something to be repeated

  6. Making statements about problems with previous vendors

  7. Asking about follow-up service

  8. Requesting a Sample or Demo

  9. Asking about other satisfied customers

Techniques that help prospects make the decision to buy:

  1. Give prospects the opportunity to say yes by asking closing questions

  2. Offer an added service, such as delivery

  3. Offer a choice

  4. Offer an incentive

  5. Don't give up too soon

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