Smart Marketing

Chapter 7

Principle 6 (Part Two): Closing the Sale

Introduction

In this chapter, we’ll go through a step-by-step process for getting the best results out of your sales efforts. I have to warn you that there are a lot of lists in this chapter. It’s the best way to communicate the concepts as many of them are a series of steps. This will help you create a game plan for successful sales meetings.

We’ll then cover some other topics that are also important in selling, like writing a strong proposal. Ideally, you will walk out of your sales meetings with the elements of the proposal discussed and agreed. We’ll also look at establishing criteria that ...