In a five-step sales process, which activity signals the approach to closing?

In a five-step sales process, which activity signals the approach to closing?

• A. Verifying information
• B. Linking price with benefits and asking for the order
• C. Greeting the customer
• D. Thanking the customer

Answer: (B)

The moment you signal closing is when you connect what the product costs to what it delivers, and then invite the customer to move forward. Linking price with benefits shows the buyer the value they’ll receive and how the investment pays off, which helps them feel comfortable making a commitment. Asking for the order is the explicit invitation to proceed, turning the conversation from presenting information into securing a decision. Other steps serve earlier parts of the journey: verifying information is about confirming needs and facts, which happens before you present a close; greeting establishes rapport at the start, and thanking the customer is courteous wrap-up, not a signal to close.

The moment you signal closing is when you connect what the product costs to what it delivers, and then invite the customer to move forward. Linking price with benefits shows the buyer the value they’ll receive and how the investment pays off, which helps them feel comfortable making a commitment. Asking for the order is the explicit invitation to proceed, turning the conversation from presenting information into securing a decision.

Other steps serve earlier parts of the journey: verifying information is about confirming needs and facts, which happens before you present a close; greeting establishes rapport at the start, and thanking the customer is courteous wrap-up, not a signal to close.