14. Closing the Sale

  1. Marvin C. McMaster

Published Online: 13 AUG 2010

DOI: 10.1002/9780470615935.ch14

Buying and Selling Laboratory Instruments: A Practical Consulting Guide

Buying and Selling Laboratory Instruments: A Practical Consulting Guide

How to Cite

McMaster, M. C. (2010) Closing the Sale, in Buying and Selling Laboratory Instruments: A Practical Consulting Guide, John Wiley & Sons, Inc., Hoboken, NJ, USA. doi: 10.1002/9780470615935.ch14

Publication History

  1. Published Online: 13 AUG 2010
  2. Published Print: 28 JUN 2010

ISBN Information

Print ISBN: 9780470404010

Online ISBN: 9780470615935

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Keywords:

  • closing the sale - natural consequence of sales process;
  • Zig Zigler's book Secrets of Closing the Sale;
  • manipulative closes - closes, designed to help customer move past indecision and buy

Summary

This chapter contains sections titled:

  • Assumptive Closes

  • Manipulative Closes

  • Final Closing and the Lost Sale Close