Dec 07 2007
The Logical Close
Seasoned sales professionals will tell you that they never think about “the close” because it happens quite naturally, but that takes practice and experience. This is what I tell “developing” salesmen and women:
It is time to simply ask for the order when:
– you and your prospect are in line with each other
– your prospect has enough information to make a decision
– your prospects attitudes are positive (excited)
– you see positive body language (smiles, relaxation, friendliness)
– you hear positive remarks (“i like that”)
– your prospect appears confident
– your prospect likes your proposal
– your prospect realises that they can afford it
– your prospect realises that they cannot afford to be without it
– your prospect realises the benefits
If having tried all the appropriate techniques in your repertoire, you still fail to close, use the “doorknob” technique: Smile, thank your prospect for their time, leaving the door open for future sales
More likely than not, your prospect will relax and you can ask them what you did wrong, what you didn’t do and why you didn’t get a favourable decision.
Then pause for an answer – the real objection may surface – and go for the close again
Sold – Now What?
Make full use of euphoria – the best time to discuss the next potential order is when you have just received the last one
• What else?
• Who else?
• What next?
Today’s News: I am really pleased with the number of people who have signed up for the Zone this week - have you? If not, you can do so here
Tomorrow: I am afraid it is time for some serious Christmas present buying 
and I will be back here again on Monday, so be sure to join me. Have a great w/e wherever you are - JF
