Case Study- Closing the Deal

Case Study- Closing the Deal

Morals in sales tactics

Using a salesperson to close a business deal is a justifiable and moral business practice. Buyers face uncertainty when they are about to buy, especially if a deal involves huge sums of money. Therefore, a third-party salesperson only acts as an advisor, directing the buyer to choose the best offer in the market (Shaw, 2016). Besides, the buyer provides the impulse to buy by making it look like they will miss out on good deals if they fail to take the current offer. In any case, the law prohibits any unlawful business practices that may occur throughout the process. For instance, if a salesperson tries to mislead a buyer about the deal on offer, they can face legal suits.

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Moral assessment of the closing technique

If a prospect has doubts about whether they need to proceed with a deal or not, the salesperson should first deal with their concerns. Discussing the concerns with the respective client will reveal whether such concerns are legitimate or mere stall tactics (Shaw, 2016). In the situation that the objections are not solved, the salesperson should give a counter-offer. A prospect must not raise concerns to previously objected terms if they had initially agreed.

Complaints from clients may derail the closure of a deal if the law permits. Clients complain when a deal is about to be closed, hoping that they will force a bargain. When faced with such circumstances, novice salespeople may comply and accept the client’s proposals to close the deal. However, experienced salespeople will not budge. Using the takeaway closing technique, the salesperson can threaten to withdraw the deal altogether, forcing the prospect to accept an offer. The technique applies to time-sink prospects, taking much time and with little progress to show out of it.

Customer’s rights and interests.

Regardless of the closing technique, a client should have the opportunity to qualify a prospect. A salesperson can do that by facilitating the prospect to evaluate different options on offer to identify the one(s) that incorporate their interests. By doing this, the salesperson ensures that the client will not deny a deal for having been denied the chance to examine it. Additionally, Jean should avoid showing new choices after the client has had an ample selection chance. Finally, Jean should also remove the products that the client is not interested in and instead focus on what the client wants.

Morals of a salesperson

Sales management is a shady profession used for self-gain to most people, but that is not the case for professionals. Professionals understand that they must put the interests of their clients above theirs and those of their products (Clark, 2012). However, that does not mean that a salesperson like Jean will settle to sell at a loss to appease clients. If they cannot agree with the client, Jean can refer them to a competitor. Treating a client well will build trust, and they are likely to come back for more business in the future.

Professional code of ethics for realtors in closing techniques.

Closing a deal for real estate investors is delicate for both novice and seasoned salespeople. Faced with a scenario similar to Jean’s, utilitarianism demands that every action brings happiness to all parties (Shaw, 2016). The realtors’ code of ethics demands that the salesperson must at all times protect the client’s best interests at all times. Also, the salesperson should avoid exaggerating or misrepresenting the value of a property. These realtors’ codes of ethics essentially align with utilitarian principles.

References

Clark, D. (2012, November 11). To Succeed in Sales, Suspend Your Self-Interest. Forbes. https://www.forbes.com/sites/dorieclark/2012/11/11/to-succeed-in-sales-suspend-your-self-interest/?sh=707b6ac54759

Shaw, W. H. (2016). Business ethics: A textbook with cases. Cengage Learning.

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Case Analysis

Case 6.4 “Closing the Deal”

Wright Boazman, sales director for Sunrise Land Developers, views the job of a land salesperson as one that “helps the prospect make the decision to buy.” In Wright’s experience, one of the most effective closing techniques was what he termed “the other party.” Is anyone able to close a deal with the right techniques? (Shaw, 2017, p. 241). Read Case 6.4, “Closing the Deal”, in the textbook on pages 240-242 and address the following questions in a paper that will be submitted to Dropbox:

Case Study- Closing the Deal

Do you disapprove of the sales tactic, or is it a legitimate business technique? How might it be morally defended?
Suppose you knew either that the prospect would eventually decide to buy the property anyway or that it would genuinely be in the prospect’s interest to buy it. Would that affect your moral assessment of this closing technique? Do customers have any grounds for complaining about this closing technique if the law allows them three days to change their minds?
What ideals, obligations, and effects must Jean consider? What interests and rights of the customer are at stake?
What weight should Jean give to self-interest in her deliberations? What do you think she should do? What would you do?
What rule, if any, would a rule utilitarian encourage real estate agents in this situation to follow? What should the realtors’ professional code of ethics say about closing techniques?