The culmination of all the steps executed in the Presales Phase is to get a prospect to agree to the offer AND to take action that consummates the exchange. Often this last part is an exchange of money (something of value) for a product ( something else of value). This last step , known as the close, is the holy grail of Sales. Without it, without doing it effectively, a sales person will be nothing more than a prospector or a demo-er lacking the ability to close. Without it, companies can’t get their products in the hands of consumers; without it, whole industries would not exist; without it entire economies would be reduced to little or nothing.