When to Begin the Sales Close

Submitted by Mitch Seigel on Wed, 11/08/2011

The minute you open your mouth! Let me repeat, the minute you open your mouth with a prospect is when the sales close begins...

What that means is that the key is preparation. If you say the right things to your prospect, your chances of a sale are great. Conversely, if you say the wrong things, it may kill the sale. If you are aware of this fact alone, and are ready when engaged with the prospect, you will do fine.

Some customers take longer to make a decision than others. Generally it is based on the information they have or don’t have about your product or service, in advance of your engagement. If you are prepared with information to enhance the benefits of using your company’s products and/or services, the close will come quicker.

Keep in mind that you can also present too much information and delay the close that way as well. Hopefully you already have done your homework and have conducted a true and thorough needs assessment. That way, the information you provide only applies to their needs and not anything more.

A good rule to learn in closing is to only ask one question at a time. Wait for your prospect to answer before moving on to the next question. In fact, you may be able to skip questions if the prepared questions become unnecessary.

Prepare-prepare-prepare! Remember, closing starts when you first open your mouth. Make sure that what comes out is applicable and worthwhile to your prospects needs. Listen with both ears and your eyes, if in their presence, and respond with targeted answers to make them feel comfortable.

What are your challenges when it comes to closing the sale? I look forward to hearing your comments. Until next time …