Stage Five - Securing
The term closing a sale has been traditionally used, however in the strategic approach it is all about securing business in order to open the door for long term future opportunity generation. Many objections would appear because the selling process was more prescriptive, one-way, and less empathic. However, successful modern approaches to selling demand more initial understanding from the sales person. Therefore, if the solution is sold well the need to overcome objections is not such a prevalent feature of the selling process. Nevertheless, objections will arise at the securing stage, and they can often be handled constructively and will often create a more powerful opportunity to secure the sale.
