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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
Closing Begins the Relationship

Chapter Overview

When Should I Pop the Question?

Reading Buying Signals

What Makes a Good Closer?

How Many Times Should You Close?

Closing under Fire

Difficulties with Closing

Essentials of Closing Sales

Prepare Several Closing Techniques

Prepare a Multiple-Close Sequence

Close Based on the Situation

Research Reinforces These Sales

Success Strategies

Keys to Improved Selling

The Business Proposition and the Close

When You Do Not Make the Sale





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