When is the right time to close a sale?
As mentioned earlier you should at all times during the salesprocess be carefully observing your prospect (you read my big ears, small mouth article, right?). If they like your product or service, they will sooner or later give you certain signals that you can use as building blocks for a close.
1. Positive signal from the prospect.
2. If they are say something positive about the product, amplify what they are saying.
3. Close in a natural way.
Prospect: “Hmm I really like the design of this product!”
You: “I’m glad you like it. Actually we are mighty proud of the design. We know from earlier experice that something like this has to look good in order to get used on a everyday basis. So we hired some of the best designers from Japan to make it stand out from the competition. And guess what? Afterwards we doubled our sales almost overnight! Do you want the red or green one?”
After you have asked that question it is of dire importans that you don’t say anything before he answers. Most likely you will get a loooong pause. The two most possible outcomes is that he eighter says something like “I haven’t really decided to buy yet” or he says a color. In the world of selling, this counts like a yes! Take up your order book and write that contract.
Until next time, happy selling!