Sales & Service Tip Of The Week

What “A” are we on?  Last week we finished up Step 4 – Answer Objections.  Now we’re ready for Step 5 – Always Be Closing when the customer agrees to buy.  This is the step that “makes or breaks it” with the customer.  The moment of truth is here.  This step or moment is what separates sales and service professionals from being merely conversationalists.  You have “paid the price” and the customer is “ready” to buy.  When you keep the selling process in harmony with the buying process the close is logical.  It almost becomes automatic!  When you think about it what’s left?  The customer has progressed through his/her thought process and has committed to buy.

Unfortunately, the customer may not say anything unless you ask first.  So, keep your focus and be prepared to ask for the order.  This small step can produce huge dividends but is often lacking in many salespeople today, which leads to missed opportunities.  Always visualize the close the moment you Approach your customers and be prepared to close in any of the first four steps.  It’s an exhilarating experience!