How to Close the Sale

Once you’ve presented your benefits, probed for questions, and answered any objections, it’s time to close–to ask for the order or contract. Choose one or more of these techniques, based on the situation and the customer’s personality.

Assume acceptance.

“Mr. Brown, you seem confident that the best way to proceed is to do the market research on what works best. I’ll have the data in two weeks–well in time for you to talk to the directors at the executive meeting. Can you give me a list of the directors who will attend, their titles and phone numbers to I can call them and get them on board?”

Offer a choice.

“Betty, would you like us to start preparing prelimary drafts today, or would next week be better?” “When is the best time to meet–mornings of afternoons?”

Start off big. You can always propose less.

“Shall we prepare a full set of contracts for the installation? I can have them ready by Tuesday.”

Pause. Use silence as a tool to stimulate a response. Offer the solution, then say nothing until the prospect speaks.

“Jack, installing the first unit next week makes good sense. I can have the contract ready for your signature tomorrow.” (Now pause———)

Ask outright. Use this approach if the more subtle ones don’t work.

“Barbara, if you’d like the installation next week, we can have the final draft of the contract ready for you by Friday. How does that sound to you?”

Yes or no. Use this when the prospect is stalling, can’t make up his mind or nothing else seems to work. Or when you can’t spend any more time on this prospect.

“John, we’ve met several times to review your needs. I’ve been delaying several other projects so I could give you the information you needed, and really must spend more time on them. I don’t want to waste any more of your time with something you feel isn’t comfortable right now. And I don’t want to spin my wheels needlessly, either. Do you want me to prepare the contract for your signature, or would you rather wait?”

www.selling-smart.com