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Closing sales is a process

hand draws flow chart on a blackboard

“The close in a sale is like the tail on a snake; not the tail on a dog.”

Many salespeople see the action of closing a sale as a one off event that occurs at the end of the sales presentation. Just like the tail on a dog, they see it as connected to the body of the presentation, but easily differentiated as a separate event. Nothing could be further from the truth.

Closing is not an event; it is a continuous series of planned and coordinated steps throughout the sales presentation. It is a process and not easily differentiated as a separate event; much like the tail of a snake.

Highly successful salespeople start closing the sale the minute they walk through the door. In fact, many often start closing the sale when they make the appointment.