Morris Hutch sells high-volume cooking systems to supermarket delis. He is in the process of selling one of his machines as a re
placement machine to a deli manager. Hutch has just asked him, "When would you like me to schedule the delivery of your new machine?" In which stage of the selling process would such a question most likely be asked?
Answer: When an agreement in price has been reached
Explanation: The best stage to ask such question is when both Morris and delis supermarket has reached an agreement in price of the new machine. The first stage of discussion is
1. Identification of the machine, if it actually replaces the the old machine and it can perform the same operation as the old one.
2. After identification, the next stage is price negotiation, the price or the machine must reach an agreement before a schedule delivery can be put in place.
In sales terms, closing is generally defined as the moment when a customer decides to make the purchase. Very few customers will self close or take a major decision, making it necessary for the salesperson to instigate the close. This can be fearful, especially for new salespeople, as it leaves the salesperson open to the chance of rejection from the customer.
While closing the sale is important, it is not a big deal. A salesperson has to do a good job in the early stages of the sales process so as only a simple nudge be given to the customer to start the close. It might be as simple as saying, "Sign here to make it yours," while handing the customer a pen and a contract.
