A closing can occur at any time in the sales process but usually doesn’t happen until after you have climbed the relationship ladder and established trust. Every once in a while, you get those wonderful surprises when someone swoops into your office and asks you to sign them up. In most industries, that seldom happens. Instead of waiting for pleasant surprises, go out and find prospects. Ask them questions. Discover what causes them pain and bring value to them by solving their problems.
While closings tend to be foregone formalities when you have worked the selling process properly, you normally do need to go ahead and ask for the order. Even if they’re really interested, most clients will wait for you to initiate the close. If you don’t, they might end up going with a competitor because you didn’t say, “Let’s fill out the paperwork.”
Because you have done a thorough job with all the steps leading up to closing, all you have to do is just ask.
Jeff Beals is a professional speaker and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at firstname.lastname@example.org or call us at (402) 637-9300.
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