Closing The Sales - When To Close

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Many salespeople ask when to close the sale. They wonder how you know it's time to go for the order. As with numerous things, timing is vital in sales, so this write-up will discuss how to know when the time is ideal to go for the sale.

No sale is created without having the proper foundation, so I will assume you have completed a good job of interviewing the customer to be sure you understand their wants, requirements and fears. If you have, you then tailor your presentation to the items the consumer said was important to them.

For example, if the customer was interested in your warranty, you talk about the rewards of your warranty and you end by saying , "is that the type of warranty coverage that will benefit your company?" When the prospect says "Yes", they are a step closer to acquiring.

You do this with each and every point you present. Let's look at the actions involved: 1.Obtain out what the wants, wants and fears of the buyer are 2.Present the rewards of your item or service as it relates to those wants, requirements and fears. three.End with a question asking if it would be of benefit

When you have gone by way of these actions with the major points the buyer brought up in the interview, it is time to take into consideration closing the sale. Before you choose to close, we suggest you ask what we call the "magic question". The magic question is a soft, subtle question like, "If you had been to think about a new security system (or whatever you are selling) is this the one you may well look at?"

Notice how soft that question is. You are asking if they had been contemplating, not if they want to purchase it. You are asking is this the 1 they May take into account. Once again, you are asking a pretty soft question anyone must feel comfy answering. If they say, "No" you have uncovered an area you have to have to re-present. If they say, "Yes" you are ready to close.

The magic question gives a smooth transition from presenting to closing. It is such a soft question, buyers are not afraid to answer. Best of all, it lends itself to the close. All you have to say right 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 begin 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.

About the Author:
http://www.close-more-sales.info 716-580-3384 Get free sample videos and sales training guaranteed to increase your ability to close sales and overcome objections. Free blog with Carl Davidson at http://www.salesandmanagementsol;utions.com/Blog



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