Most sales are lost because salespeople didn’t clearly ask for the business or asked at the wrong time. If your product or service has proven to be truly a good decision for your client, it’s your obligation to ask them to own it! Develop your closing instinct with the help of the following guidelines:
When you feel the client warming up to the sale by asking more questions, leaning forward, or touching the actual product, take his temperature by saying something like this: “Mr. Barnes, tell me, how are you feeling about all of this so far?”
Have at least six closing strategies in your arsenal because most clients dodge making the commitment five times.
Close with sincerity and empathy for their situation. For example: “Mr. and Mrs. White, I can appreciate your excitement about finally having a backyard pool of your own so you can swim with your family any time you like.”
Be prepared to wait silently for an answer after you ask a closing question. If you start talking before they answer, you may interrupt their train of thought and take them out of the buying mode.
