1. Based on the information given, do you think this sales call can be closed?
Those of us in sales are often consumed with one thing: the close. Weve been trained to
accomplish this by pushing those all-important features and benefits. From the moment we
begin the sales process, our vision is focused on the end.
By going through this case, we can say that this sale can be closed. The last line indicates
that Jim was interested in the deal offered by Bob. Moreover Bob followed the proper
business proposition while dealing to Jim. He started with the product, its quality and
impact on the market and then the price. He presented his product in such a way that it
made an impact on Jim.
2. Assume you are Bob. After Jim last comment, which close would you use next? Why?
I will use, “Tell you what, Im offering you this extra discount and free delivery because
you are clearly well-connected in the area. You are the expert; you will understand how
good this product and offer is.”“
I will use the above line because the Compliment Close that I have used works by
flattering the other person, massaging their ego so they are more concerned with feeling
good than parting with their money. Putting the other person on a pedestal and admiring
them encourages them to liveup to the high expectations you have of them.
3. What appeared to be the major obstacle to closing this sale?
The major obstacle in this case seems to be the space problem. However, in my point of
