Question

9. Provide a summary explanation for the “Closing” step in the sales process, and describe at least three actions a successful salesperson would take to be effective in this step

please give me a new answer

Answer 1

Q9) A sales process is a set of fixed, well-defined, repeatable steps which a sales person has to follow, right from approaching a prospective buyer in an early stage till the closing of the sale.

The 'closing' step in the sales process is the step where the customer commits to purchase or to stop the process. Closing is not a standalone steps and can be succesful only when all the previous steps have been executed properly. In this stage, the salesperson gets to hear the decison made by the client to move forward or not.

Three actions which a succesful salesperson take in this step are:

i) Alternate choice close: Assuming the sale is confirmed and offering the customer(prospect) a choice, in which, both options will close the sale, for example, the salesperson may ask "Will you be paying the whole fee up front, or in installments?" or maybe something like "Will that be cash or card?"

ii) Extra inducement close: In this case, the salesperson will offer something extra to induce or motivate the prospect to close. This could be things like free month of service or some discount or cashback.

iii) Standing room only close: In this case, the technique is to create some kind of urgency by expressing that time is of the essence. For example, the sales person may say, that the price will be increasing after this week or something like "We only have three available spots."