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A. Good closers have a strong desire to close each sale - they have a positive attitude, know their customers, and tailor their presentations to meet each one’s specific needs.
B. Good closers spend time preparing.
C. Successful salespeople do not stop on the prospect’s first no.
D. Ask for the order, and be quiet. You must put the prospect in the position of having to:
1. Make a decision.
2. Speak first.
3. Respond to the close.
E.Get the order then move on! - In continuing to talk, you may give information that changes the buyer’s mind.
I'm eagerly waiting the better news
Depends on the situation you are in and your counterpart. Examples:
- If I see that my counterpart has doubts, I just say "Why don't you just try it?" Either he will say YES, then I get the order or he will say NO and always followed with "because". Then I will know what makes him feel uncertain.
- Sometimes, if I feel that the prospect has made his decision, I prefer not to push more to hear "YES" but ask him something like "When will you need the product?",
- If I notice that the customer is just delaying his decision, I just put the contract on the table and ask directly: "Is it a YES?".
- There are cases where I ask some questions that I know he will answer with "YES" and then I ask "I believe I made you an excellent offer, do you agree?"
After you said and presented the best of what you have, you don't say a ward waiting for their response. Who ever is going to talk after that will lose. So wait for them to talk.
You may read & view:
"24 Techniques for Closing the Sale" -- This indispensable companion to the video was created by Brian Tracy
