“To Close Or Not To Close, That Is The Question!”

More sales are lost at the closing stages than any other often because the salesperson does not know what to say.
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Even when the techniques are known to them, they will frequently still hesitate – just through the fear of being turned down.

Here are some tips on when and how to close a sale:

  1. The first step is to be aware of Buying Signals:These signals may be verbal or physical – any time the prospect indicates approval, or agreement with what you are saying.
  2. When you get a buying signal – ask a Closing Question:These are questions to which a positive answer commits them to buying from you. Note: a question – not just another statement.
  3. When you have asked a closing question – Wait for the Answer.  Wait however long it takes – there is pressure in silence.

Your relationship will not suffer by asking them to buy – because they know you are there to sell and they expect you to ask.

You need to be tough – minded about closing. This does not mean being overbearing or hard-boiled or using high pressure tactics.

The basic rule is:
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To Close a Sale – Ask a Closing Question

  • Because questions call for answers
  • And answers call for decisions

Close the Sale with Confidence in Your Product, Your Company and Yourself.

To help you equip yourself with the skills to become a value add sales person, why not attend our Selling… The Essentials for Success course.