Finalizing the Sale

Finalizing the sale, or closure, is the ultimate goal of a business transaction. It is at this stage when all efforts made so far come into play. Hence, salesmen rely heavily on ‘clincher' techniques in order to manage this fateful moment. In order to be successful, the process employed for finalizing the sale must be carried out in line with the logical and natural outcome of the meeting.

A positive conclusion is primarily contingent upon the various stages that precede it and which are identified as follows: assessment, reasoning, the handling of objections, and even the relationship that has been built with the client. All of these resources present us with the opportunity to instill confidence in the client, thereby ensuring that the contract is signed and without having to rely entirely on a ‘clincher' technique.

The best salesmen interviewed for research on business functions were unaware of the use of any ‘clincher' technique, per se. They rely on the confidence of the clients and take their order in a relaxed and natural manner. Looking at it this way, the difference between good salesmen and everyone else is clearly based one's ability to handle the stress that we experience toward the end of the meeting.