Closing: It’s Okay to Ask for the Order - Ch 10 How You Make the Sale at Catch a Gideon

February 12th, 2007 by digerati

This is Chapter 10 of the How You Make the Sale series at Catch a Gideon. This chapter explains why closing is the easiest part of the sale (if you’ve done the rest correctly).

Selling is a series of commitments. You get a commitment at each stage of the sales process. KEEP those commitments. That means delivering on every promise you made, when you said you would do it.

So how do you close the sales? Ask. “So, what do you think?” This may flush out objections, but we already know how to deal with that (see chapter 9 of How You Make the Sale).

After the sale you need to congratulate the customer on their choice and assure them they have made the right decision. Also attempt to relieve any anxiety. Then recap the agreements you’ve made and review the benefits for the customer. Finally, commit all agreements to writing for later reference.

Finally, remember that you can close whenever the customer is ready.

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How You Make the Sale is an excellent book about increasing your sales through better interaction with the customer.