Yes the client or the prospect ends up buying the final product or the service.
But before they got to that decision they had to make other small 'purchases' along the way. That is why you need to understand that prospects always buy in chunks.
We need to sell perhaps one feature or one benefit or one reason for purchasing at a time.
You need to sell a chunk and then test close.
Often the client may only be clear about one feature or reason to buy.
You will only know this through questions.
Sell them on that.
If you feel that you need to sell all the chunks then you may run the risk of overselling.
Labels: selling, test closing