When the client understands what's in it for them, closing the sale becomes a natural conclusion to a mutually beneficial business relationship. If you ask enough questions you will eventually know when to go for the final close. The more you know about a prospect, the closer you are to closing. You get the information you need through your questions, through listening and during presentation of your product. Yet, like any achievement, it's often those extra steps that make the difference between success and failure.
Closing is a skill that can be measured and fortunately is a skill that can be learned.
If you follow the basic elements of sales and become the balanced closer, you'll be closing sales instead of doors. Copyright 1996-2001 Horizons Unlimited Group . All Rights Reserved.