The Power of Selling: "12.1: Closing Starts at the Beginning"

Read this section to learn how to successfully close a sale. The author tells us that successful closings start at the beginning. You will see many of the concepts you have been reading about in this course come to life. For example, a successful close is based on having your preparation meet the opportunities. The analogy used in this article is that the "selling process is analogous to building a house; if the foundation is poured right, everything else will easily come together".

The steps to close a complex sale (usually $100,000 and higher) are described in this article. You may find that these steps (discover, diagnose, design, deliver) are, in fact, similar to negotiating phases you have read about in previous units of this course. Compare your answers to those given at the end of the section. How did you do?