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How To Know When To Close The Sale
By: Carl Davidson

Closing is an art. Timing is essential to success. This article discusses how to move from presenting to closing and when to do it.

No sale is made without the right foundation, so I will assume you have done a good job of interviewing the customer to be sure you understand their wants, needs and fears. If you have, you then tailor your presentation to the things the customer said was important to them.

For example, if the customer was interested in your warranty, you talk about the benefits of your warranty and you end by saying , "is that the kind of warranty coverage that will benefit your company?" When the prospect says "Yes", they are telling you in code that they want to buy.

You do this with every point you present. There are steps to follow, let's take a look:

1. Find out what the wants, needs and fears of the buyer are

2. Present the benefits of your product or service as it relates to those wants, needs and fears.

3. End with a question asking if it would be of benefit

When you have gone through these steps with the major points the buyer brought up in the interview, it is time to consider closing the sale. Before you decide to close, we suggest you ask what we call the "magic question". The magic question is a soft, subtle question like, "If you were to consider a new security system (or whatever you are selling) is this the one you might consider?"

Notice how soft that question is. You are asking if they were considering, not if they want to buy it. You are asking is this the one they MIGHT consider. Again, you are asking a very soft question anyone should feel comfortable answering. If they say, "No" you have uncovered an area you need to re-present. If they say, "Yes" you are ready to close.

The magic question provides a smooth transition from presenting to closing. This question is so soft and not pushy that most customers readily answer. Best of all, it lends itself to the close. All you have to say after you have a "yes" to the magic question is , "Great, I'll get the paperwork started" or "Great, let's see if we can get that delivered this week". Then, put your head down and start writing the order.

Try this technique and you will find it helps you to know when to close and it creates a smooth transition from presenting to closing in a soft way that is not pushy.

Article Source: http://www.excitingdestiny.com/articles

This article discusses the timing of the sale and how to know when to close the sale as well as a soft way to transition from presenting to closing. For more articles and tips, visit our free web site at www.sales-solutions-now.com or for more inoformation on our sales training courses, visit www.salesandmanagementsolutions.com

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