Selling 105 Close Early and Often

how can you close a sale when you aren’t ready?  You can’t.  How can you make sure that you are prepared to close?  Read on.

Most sales people look at selling as a job and not a destination.  If you are true to the craft you can start closing early in the sale by making forward statements about what happens when the prospect owns the product you are selling. This mental ownership is one small step to get to the close.  If you ask the right questions you can get your prospect mentally owning your product before the actual close.

That being said there are several types of closing statements you can make.  You can make them early and often.

The first one is called an assumptive close.

This means you assume the close is done and move on.  Example:  Mr Prospect, When your system is delivered where do you want it installed.

The Second one is an either or close.

You are giving the power to the prospect.  Example:  Mr Prospect, do you want your system installed on your desk or credenza.

The third one is the pending doom close.

Something bad is going to happen if you don’t buy now.  Example:  Mr. Prospect if we can get this delivered before next Tuesday, you will save $300.00 on the installation cost.

The point about closing the sale is that you must be observant enough to know when the prospect is ready.  I have been studying for years why people buy and have a few things to look for that are tells to help you see when a prospect is ready to close or likes you and your product.

When a prospect starts wanting to find common things that relate to you like where you are from, where you went to school, what you like as a hobby, etc.

You must pay attention to the questions your prospect is asking because that will tell you loads about his or her wants or needs.

Normal buying signals to look for are things like open hands, a sparkle in the eye, holding their chin, nodding their head, touching you etc..  If you pay attention to their body language you can usually see clearly when the prospect is ready to buy.

You need to study these things in depth and one of the best books to help you is “Body Language” by Julius Fast.  It is an excellent quick read to help you recognize positive tells to help you close.  Every person has tells that will help you if you are observant enough.

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