Marketing; Getting to yes, Closing and Confirming the sale Research Paper

Marketing; Getting to yes, Closing and Confirming the sale - Research Paper Example Once it is done the target is to aim your company for a sale. Discovery process is considered the heart of the overall sales process. It is very important for any sales person to realize the importance of open ended questions. An open ended question demands a detailed answer from the prospect, whereas a closed end question won’t give you much insight into the mind of the customer. A successful sales man actually utilizes a good combination of both open ended and close ended questions. Open ended questions should be asked in the beginning of the sales discovery session. Close ended questions should be reserved for the end. Questions should be designed very carefully and should be prepared beforehand. A bad sales discovery meeting is usually a result of the type of questions asked. (Goldner, 2010) As we have learned framing of question is of prime importance. The question arises how we can prepare good open ended questions. Following is the worksheet which provides a systematic of conducting a successful sales discovery process. Effective communication is very important for unlocking your customer needs. It requires your undivided attention. You need to empty your mind of everything and be with your customer with your heart and soul. It requires the entire physical and mental sense to be with the customer so that the two of them come on the same wavelength. (Val Gee, 2007) Every business deems to be profitable. Selling is about perspiration which involves things like making calls, knocking on the doors and being on the phone. It involves three major steps i.e. making appointment, following up, and getting a commitment. Getting close to yes requires being knowledgeable, confident, able to close and able to perspire. To close a deal you have to be at the right place at the right time. Only that sales person can do all this and close the deal that enjoys his work. If you managed to sell that doesn’t mean that the story is