What action should a salesperson take to close a sale?

In the context of closing a sale, stopping the presentation of additional items is a strategic move. When a salesperson has established a rapport with the customer and has provided sufficient information about the products, it becomes crucial to focus on the specific items that have piqued the customer's interest. By stopping the introduction of new products, the salesperson can enhance the urgency and significance of the products previously discussed, thus guiding the customer towards making a decision.

Presenting additional items during the closing phase can lead to decision fatigue for the customer, who may feel overwhelmed by too many choices, ultimately delaying or derailing the purchasing process. By narrowing the focus, the salesperson allows the customer to feel more confident in selecting from the options they have shown interest in, which can lead to a successful sale.

In contrast, waiting for the customer to initiate the purchase does not proactively address the need for assertive engagement that is often necessary to close a sale. Offering only one product might limit the customer's options and create a sense of pressure or dissatisfaction if they prefer to evaluate multiple items. Meanwhile, offering tips for closing the sale might provide useful guidance but does not directly facilitate the decision-making process in the same manner as concentrating on already discussed items.