In this program, the panel discusses conventional notions of ‘closing the sale’ and challenge popular thinking about this most crucial of steps. The merits of the ‘formula’ approach versus a more instinctive, organic process are debated.

Key Training Points:

• Examines terminology and misconceptions of ‘closing’ the sale
• Gaining the customer’s commitment at various stages in the sales process
• Asking for the sale as opposed to the pressure-sell
• Up-selling techniques