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

Chapter Objectives

If 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:

Explain when to close.

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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