ASK for the order! This simple 3 letter word separates the top flight sales person from the average ones.  A lot of sales people have gone through all the various steps of the sale, then stand back and are not sure how to finalize the sale, so they wait for the customer to buy. Timing is critical here - push the customer risk losing the sale. Too many sale people try and rush the sale, try and create a sense of urgency, talk too fast, look agitated. The writing is on the wall and a good way to lose a customer.

What are some of the best ways to close the sale? It is important to read the buying signals.

Examples as follows;

• Closing on minor points – throughout the presentation, be very aware of all the minor points that the customer has agreed upon. Here again good questioning technique is required, and Listen Listen Listen.
• Assuming the sale – From the very start of the sale, the sale person needs to believe they will satisfy the customer’s needs. Remember what I said in column 2 about Attitude. The unspoken gesture of tell-tale body language that says to the observer – everything. Our customers have formed an opinion of us.
• The options close - very effective technique and used extensively. Sales people need to have options available so that when a customer can’t make up their mind, then option closing can help finalize the decisions.
• Asking for the sale – again timing is important here, rush it and watch what happens! Ensure that the pace of the sale is inline with the customer’s pace, they are slow so are we, they are fast moving, so are we.
• Trial closing – don’t have to wait until the end of the presentation to close the sale. We should be thinking about closing the sale right back at the beginning. This is where flexibility is needed also. Go with the flow of the sale.
• Special incentives to help close the sale – make sure that the sales person is aware of all the company’s promotions.
• Special offer close – very effective technique used in closing the sale by providing a gift or special deal.

In Summary,

Know everything that is needed to close the sale and satisfy the customer’s needs. Treat people with respect and dignity all the time and you’re life as a sales professional will be richly rewarded. It is a great profession servicing customer’s needs. There is nothing more rewarding than to experience a satisfied customer.

And a final word of advice from someone who has been in the public area for 37 years, treat people badly then watch out for the consequences.