So many sales professionals focus on closing. They craft clever ways to ask for the sale. The emphasis plays at the end of the process and then they are surprised when no deal is made. I submit this is because they are under the misconception that closing happens at the end of the process. In reality, closing happens at the start, and really throughout the sales process. Ifwe let goof the ideaof closingandreplace itwith agreement we will look at it very differently. The Reframe Closing With Agreement By Diane Helbig whole idea of closing suggests ending something. It means finishing the process of selling. So the whole thing is centered on what the seller does. If the seller does a good job of convincing, then when he asks one of those ‘closing’ questions the buyer will surely say ‘yes.’ So, we see that the issue with closing is that it is focused on the salesperson being persuasive. It has nothing to do with the needs of the client or problem solving. When salespeople operate from
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