asking for the sale the art of closing

Feed back and adjustments are part of the closing process, as it lets you know how the customer will respond if you closed now. It is vital that you ensure you have asked all the checking question necessary for if you have done this well the close is easy.During my early days as a sales person I went through the process to wards the end my customer asked this question "Where do I sign? And what happens next?" As a new sales person I was stumped as no one in my training had taught me what to do in this particular scenario! So In stead of shutting up you guessed it I kept on talking.. In fact I talked my self out of the sale. Here is a quick question Have you had something similar happen toyou? If you are honest it has probably happened so often that you would be embarrassed to admit it, right?The above scenario happens to sales people every day they are in sales and unfortunately few if any even realize it has happened to them, it can happen in a variety of ways not all of which as obvious as the above scenario. That is why it is important that you are continually checking, by asking closing questions and when necessary making the adjustments this gives you valuable insight as to how the customer is feeling about their objectives being met and is necessary to achieve your objective. A win - win outcome.During this process if the customer rejects your attempt at closing acknowledge and by carefully crafted questions find out why the customer is saying No. This discovery will allow you to address this obstacle that you may have overlooked previously and when appropriate close again.For new sales people this skill is difficult to muster and they will feel like a fish out of water as it goes against all that they are used to, my suggestion is to go out and b e a customer of your competition and see how you are treated as a customer, how the sales person handles you and deals with the sales process, find out what it feels like take mental notes and then try using them in your attempt, if it was something you liked the chances are that your customer will as well, after all we are all Human. Being a sales person does not make you a non Human, now does it? Tip: Ask questions through out the process making adjustments where necessary.

Original :: asking for the sale the art of closing