During the selling process, it is important to sell yourself. But keep in mind the customer is buying more than you; they are buying your whole team.

Occasionally, completing the sale requires something extra beyond asking for the order.

The best salespeople recognize that closing is a guided series of little sales that the customer helps direct, thus keeping your prospect in a comfort zone. Still, sometimes it takes something extra to close a deal.

If a close is to be effective beyond anything, trust is essential. In this article are several closes that, when called for, will be constructive in finalizing or inspiring a floor covering sale.

Closing is the foundation of building relationships and trust, finding and satisfying needs, handling any concerns and then establishing the integrity and service of your store, all of which creates the correct value to buy.

With the preliminaries of negotiating behind, let us begin in part two with some counter tactics once the best price is genuinely the last and biggest remaining concern.

If the other party is negotiating, there is a good chance they want to buy. If that is so, why would we look at negotiating as a negative thing?

Genuine price issues are rarely around cost, but around value.

Great salespeople know that customers buy value, not just price. However, many salespeople have trouble differentiating price from value.

In part one, we discussed how pressure selling intensifies the customer’s resistance to buy. Here are some selling philosophies and behaviors that can backfire on a salesperson.