Selling For Dummies, 4th Edition
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Most sales are lost because salespeople didn’t clearly ask for the business or asked at the wrong time. If your product or service has proven to be truly a good decision for your client, it’s your obligation to ask them to own it! Develop your closing instinct with the help of the following guidelines:

  • When you feel the client warming up to the sale by asking more questions, leaning forward, or touching the actual product, take his temperature by saying something like this: “Mr. Barnes, tell me, how are you feeling about all of this so far?”

  • Have at least six closing strategies in your arsenal because most clients dodge making the commitment five times.

  • Close with sincerity and empathy for their situation. For example: “Mr. and Mrs. White, I can appreciate your excitement about finally having a backyard pool of your own so you can swim with your family any time you like.”

  • Be prepared to wait silently for an answer after you ask a closing question. If you start talking before they answer, you may interrupt their train of thought and take them out of the buying mode.

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Tom Hopkins is the epitome of sales success. A millionaire by the time he reached the age of 27, he is now chairman of Tom Hopkins International Inc., one of the most prestigious sales-training organizations in the world.

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