Framework

Sale closing techniques

The question it answers

When a prospect shows interest but keeps hesitating, how can a salesperson close the sale and win a decision to buy without losing the customer's trust?

Origin
Kotler and Keller, 2016
Diagram type
Comparison table
Level of analysis
Individual
Topics
Marketing & sales
Megaphone aimed at a glass target, icon for marketing and sales

Sources

References

Listed A–Z by author surname, Harvard style. A source with a DOI links to https://doi.org/…; one without links to its page or says plainly that it has no DOI.

  1. Kotler, P. and Keller, K.L. (2016) Marketing management. Harlow: Pearson.No DOISource page
  2. Lou, C. and Yuan, S. (2019) ‘Influencer marketing: how message value and credibility affect consumer trust of branded content on social media’, Journal of Interactive Advertising, 19(1), pp. 58–73.doi:10.1080/15252019.2018.1533501Source page