What occurs during the closing step of the sales process?

During the closing step of the sales process, the primary focus is on securing a commitment from the customer to make a purchase. This stage is critical because it represents the culmination of all the efforts made throughout the sales process, encompassing previously established rapport, addressing concerns, and presenting the value of the product or service offered.

When the customer decides to purchase, it indicates that they have seen enough value and are ready to move forward. This can involve final negotiations, signing contracts, and formalizing the agreement. It's a decisive moment that transitions the interaction from a potential sale into a completed transaction.

Other stages of the sales process, such as planning sales strategies, addressing product concerns, or reaching out to potential clients, occur earlier in the process and serve to lay the groundwork for effective closing.