1. The 4 th session

2. Sales Cycle

9. SC: Closing Knowing when the prospect is ready to buy More difficult in cross-cultural buyer-seller negotiations where societal customs and language play a large role PO/ Signing Used to commit the prospect quickly by making reference to the timeliness of the purchase Urgency close Asking the prospect to consider choices concerning delivery, warranty, or financing terms under the assumption that a sale has been finalized Assumptive close Asking the prospect to make a decision on some aspect of the purchase Trial close

15. Thanks

16. Customer development process (Sales Cycle) Suspect Prospect Client Advocates First time customer Repeated customer Partners Lost customer Disqualified prospect

17. Customer development process (Sales Cycle) Suspect Prospect Client Advocates First time customer Repeated customer Partners Lost customer Disqualified prospect

18. Customer development process (Sales Cycle) Suspect Prospect Client Advocates First time customer Repeated customer Partners Lost customer Disqualified prospect