14.2 List and discuss selected guidelines for closing the sale
A number of factors increase the odds that you will close the sale (Figure 14.2). These guidelines for closing the sale have universal application in the field of selling.
Most salespeople incorporate the outstanding benefits of their product into the sales presentation. This is only natural. However, be alert to the one specific benefit that generates the most excitement. The buying motive that is of greatest interest deserves special attention. Vince Peters, director of sales training and development for Wyeth-Ayerst International, tells his 8,000 pharmaceutical salespeople that the key to closing “is to find out exactly what a prospect is looking for.”7
Throughout the need discovery stage, pay close attention to the buyer’s interests. Focus your closing efforts on the point of greatest interest and give the prospect a reason for buying.
3.141.15.119