Helps reps
determine a good time to close
SKILL
Closing Questions JEFFREY P. DAVIDSON
Any time two good salespeople get together and exchange ideas on closing techniques, something positive happens. Both people usually come away with valuable information – and then enthusiastical- ly wait for the opportunity to use their new ideas. CLOSING ADVICE
A good time to close is as soon as you perceive a positive response to your sales presentation. Another is any time the customer indicates – either verbally or nonverbally – that he or she has interest in your product or service. Since studies have shown that, to get to that one sweet yes in
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• Don’t you agree that anything worth having is worth having now?
• Your pen or mine? • Would you like me to stop by for the check on Monday?
• How much of a deposit would you like to leave?
a sales presentation, you will have to hear no at least six times, learning a variety of closing questions is advised, such as: • Which do you prefer – cash or check? • In view of the benefits, can you really afford to put off this invest- ment until later?
• Would you like to OK this order?
• What color do you prefer? • Will one be enough? • Would you like it gift-wrapped? • Will we ship it directly? • Would you prefer early-morning delivery?
• Will you be needing accessory items? • Where would you like it to be installed?
THE COMMON DENOMINATOR All great salespeople are strong clos-
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