BUS403: Negotiations and Conflict Management

Read this section to learn how to successfully close a sale. Successful closings start at the beginning. You will see many of the concepts you have been reading about in this course come to life. For example, a successful close is based on preparing to meet the opportunities. The analogy used in this article is that the selling process is like building a house: if the foundation is poured right, everything else will come together. You may find that the steps to closing a complex sale ($100,000 and higher), discover, diagnose, design, and deliver, are similar to the negotiating phases you read about earlier. Answer the questions at the end of the section.