Agri Marketing

Closing the Sale

Editor's Note: This is the eleventh of several installments from the new book "ProSelling: A Professional Approach to Selling in Agriculture and Other Industries."

There is no specific way of knowing precisely when is the right time to ask a customer to buy. It is clearly a judgment call and there is no substitute for experience. Still, there are some guidelines and tools that can help you identify when to attempt a close.

When you recognize that the sales process is a logical sequence of thoughts and discussion, the close almost comes naturally. You have done a lot of probing to understand their needs. You have presented most of the selling points and explained the benefits that are most relevant to their situation. …

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