Many salespeople put off the first closing attempt until the sales interview is almost over, or at least until they have made their demonstration. This is almost always an error. Most salespeople do not realize it, but the prospect, if he can be sold at all, can be sold well before the presentation has been made in its entirety.
Since the idea is to get the order as early in the presentation as possible, delay in trying a close indicates poor salesmanship. Interruptions can occur at any time during the presentation that can end any chance of a sale being made.
When you are in a prospect's office you have very little if anything in the arena of control that you can exercise. Telephone calls that have to be answered, documents that have to be signed, questions that must be answered. So there is definitely a reason to try and close early and often when you feel you have sufficiently presented your case.
Continuing to sell after the prospect has decided to buy can only result in disaster. You can talk yourself right out of order. So once you feel you have the order wrapped up, say little and get going. (Refer to my blog dated July 29th, Once you get the order there is no next thing to do).
Salespeople who put their first trial close off usually do so because they fear being turned down. They fear the word no, or any indication that the prospect is not ready to buy. Such a salesperson misses the whole theory of multiple trial closes which among other things is designed to eliminate fear of being turned down.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
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