Closing the deal is the moment of truth in any sales presentation. You either reap the rewards of a job well-done, or taste failure.

Because they fear failure, many salesmen avoid "asking the question", fearing rejection. This insecurity can be a fatal flaw for any salesman. Practicing several types of closings may help develop better closing techniques.

When the customers needs are understood, a product has been selected, and the benefits of ownership have been covered; a salesman might ask, "Shall I begin the paperwork?". If the answer is no, ask the customer "why not", they must still have an objection to purchasing.

"Would you like this in blue, or black" is an example of the "either-or" close. Only offer an option of two choices, otherwise, it is not a closing question.

The point is, to close a deal requires the salesman to ask the customer to purchase. A professional salesman will ask for the order at least 3 times before considering the possibility that no is the final answer. Each individual must use what he is comfortable with when all is said and done, but if he fails to ask the customer to buy, he's no salesman in my book.

Learn more about this author, Bob Schmidt.
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