Didn’t close that last selling opportunity? Any idea why?
Chances are, you just plain didn’t ask.
You probably have your pitch honed to perfection. You may demonstrate features, advantages and benefits in your sleep. You know your prospects and you build a convincing case why they should be buying what you’re selling.
But what about that last step? The happy ending? The sealing of the deal?
The biggest hurdle in sales is overcoming common psychological buying resistance. Customers are wary, probably have been burned before, and must be sure they’re investing their money wisely. A convincing pitch only gets you part of the way there.
A good close is the trigger that turns persuasion into action. It gives your prospect permission to accept your promises, and to sign on the dotted line.
There can be as many closing styles as there are selling processes and prospects, but they have one thing in common — they always end with that big question. Next time you sense prospect interest at the end of your presentation, try asking: “How would you like us to proceed?”
