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Closing is a natural process in the sales cycle. In order to achieve our sales goals we must "ask" for the sale. The idea of asking for business can make people uncomfortable, particularly when the salesperson is also the business owner. Think of closing as just an extension of the discussion you've been having with the prospect.can avoid closing anxiety by building a close throughout your presentation.When creating your presentation, make sure that it allows you to learn your prospect's needs, concerns and "hot buttons". Do this by asking a series of questions to determine the fit between your product and these areas. When you feel you have enough of a fit, ask a question such as "What dwould we need to do to move forward?"It is normal for people to pose objections to your offer. This doesn't necessarily mean they're not interested, only that they need more information to make an informed decision. When you respond to an objection, immediately ask for the business. Summarizing areas of agreement also makes it easy to get to "Yes:Some people like to use response checks to make sure both they and their customer are in agreement before asking for an order. Make sure that you are in agreement on minor points. You'll want to use open ended questions to test your buyer's understanding of the offer. A good response check will solicit extended feedback regarding the buyer's level of comprehension and support. For example, phrases such as "In your opinion, how do you feel this will work?", What do you think about this approach?" or "What are some of your thoughts regarding this idea?" will help you learn more about their thought processes and concerns.Trial closes are different from response checks. They are most effectively used after a prospect gives buying signals. Trial closes are usually in the form of a closed ended question. Some examples of these would be "Does this offer the solution you're looking for?" or "Do you see this approach doing the job?" These questions let you know where you stand in the sales process.Closing need not be anxiety provoking. Done correctly, your close will seem to be "no close" at all.

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