Make the Sale: Tips for Closing

So many times I've heard people say that when you're in sales, you have to "ask for the sale" or "ask for the order", but sometimes that's not so easy. How, exactly, do you go about "asking" for the sale?

Well, the first thing you want to do is to find out what your prospect is the most interested in. What do you have that would be of the greatest value to this person? You may have to give your prospect a brief overview of what you have to offer to get some idea of what they may be interested in. If you have a catalog, you can leave them a copy and check back with them at a later time to see if there is anything they are interested in. Once you know what products/services interests your prospect the most, place the greatest emphasis on that product or service. Give them more information about it if you need to.

Secondly, make sure that any questions your prospect may have are answered. Don't try to hide additional costs or intentionally leave out information...you want this person to buy from you again, or to refer others to you.

If the person is hesitant to make the purchase, make sure that they are aware of options (like additional colors, plans, ect., ect.), and point out the value and benefits of the product or service. Don't be pushy about it or anything, just say something positive about what you're offering, ask a question, or make a suggestion. For instance, you could say, "oh, did I tell you that it's also available in other colors?" or "we also have a similar product that doesn't cost as much."

When the person starts asking questions about payment options, delivery, and the like, it is your cue to try and close the sale. Answer the question as clearly as possible, and then "ask for the sale." For example, when they ask, "do you take credit cards?" you can say, "yes, I do. Would you like to go ahead and order this today?" Other closing cues can be less obvious, or non-verbal. When the prospect starts to lean in to listen to what you are saying, nodding in agreement, examining the product or catalog closer, and so on, it may be the time to ask if they are interested in making a purchase.

If a purchase is not made, don't despair. It often takes more than one attempt at a sale. If your prospect is not interested at the time, ask if you could check back with them in a few weeks. Then make sure that you do. They may change their mind after they've had time to think more about it :).

For more tips, go to: http://www.allbusiness.com/sales/selling-techniques-closing-sales/450-1.html