Closing usually isn’t something you do — it’s something you prepare for and allow to happen. With that being said, here are a few things you can do to finish the sale and keep your margins intact:
1. Take one last pause. After you complete your presentation, ask once more if your prospect has any questions. They may or may not, but looking for them now shows that you are tuned into their needs, rather than just making a sales pitch, and can save you from a tougher objection later.
2. Ask for the order. Once things have been cleared up, all that’s left to do is ask for the order. Entire programs have been arranged around the tendency of salespeople to avoid asking for the order, so I’m not going to dwell on the point here, except to say that you have to ask your customer to buy. Do it once, twice, or as many times as it takes to make a sale or determine that your time would be better spent elsewhere. More.
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