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Closing the Sale: Sales and Service Masterclass

In this program, a panel discusses conventional notions of closing the sale by challenging popular thinking about this crucial step. The merits of the formula approach versus a more instinctive, organic process are debated. This video examines terminology and misconceptions of closing a sale, gaining the customer’s commitment at various stages in the sales process, asking for the sale as opposed to pressure selling, and up-selling techniques. Viewable/printable educational materials are available online. Part of the series Sales and Service Masterclass. (12 minutes)

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Closing the Sale
Pater Quarry introduces his panel of experts. Each describes his or her definition of closing a sale. A good closing is a natural event when the customer's needs are at the forefront during the sale.