The thought of closing can cause a lot of stress in sales people, but remember that the sales person doesn’t actually close the sale. As the closing is a decision to buy, it is the client who closes the sale – it is the client who makes the decision to invest in your station. The sales person’s part in the close has already been done. The client’s business and needs have been analysed, all the strategy rationales and supporting information have been presented to the client, all questions or objections have been answered, and his decision to close the deal is based on a combination of all these factors. If you have done your preliminary work with the client well, it will be easy for the client to make both a quick and appropriate closing decision. The closest you will get to being able to say you closed is to ask for the order.
The sales Person Doesn't Close the Sale
