Step 6

Buying process - Resolve Concerns & Decide
Selling process - Close the sale.

This is the formal negotiation stage. This is the moment when their people and your people sit around a table and argue, until you give them the discount.
In the ideal world, this step does not exist.
In the ideal world, “closing” happens during step 5 or step 7, but it is seen as just a formality, a small detail that needs to get cleared in order to continue working.
However, be prepared to go through the formal negotiation process, if necessary.