| ABC's of Relationship Selling, 7/e Charles M. Futrell,
Texas A&M University
Closing Begins the Relationship
Chapter ObjectivesIf everything has been done to properly develop and give a sales presentation, then closing the sale is the easiest step in the presentation. After studying this chapter, you should be able to:
| | | Describe what to do if, when you ask for the order, your prospect asks for more information, gives an objection, or says no. |
| | | Explain why you must prepare to close more than once. |
| | | Discuss the 12 keys to a successful close. |
| | | Present, illustrate, and use several techniques for closing the sale in your presenation. |
| | | Construct a multiple-close sequnce. |
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