June 23, 2008
Thoughts on Closing a Sale
The old saying "ABC, Always Be Closing" is often misunderstood. What it should have really said is "Always be closing something." Part of the reason people lose deals is they don’t get a commitment on the next step from their prospective client.
If you can’t close the deal, try at least to get the customer to agree on another appointment. Thank them for investing time with you. If we’ve been sincere, really uncovered and filled needs, closing sales is a natural step. Certain closes are meant for certain situations. Learn to read the customer and the situation and use the appropriate close. Above all… when receiving the money or having the order signed, look the customer in the eye and say, “Thank you.”