Personally, I feel as though the word "Closing" has become a dirty word in the world of selling. It subconsciously implies trickery. Think about it, if we have been asking good questions, presenting benefits and effectively handling objections - shouldn't the conversation naturally close the sale? The answer is yes; but, do not get me wrong here. You WILL still have to challenge the buyer to make a commitment to your product or service. I call it asking for the business, which is so much more refreshing than closing the deal. Keep in mind, we typically refrain from asking for things we haven't earned. The same holds true here. If truly feel as though you have not earned your prospects business, you may want to ask for something else.
So, what exactly are we asking for? Well, it would be arrogant to believe that we can ask for the business after every sales call. What's my point? We must walk away from every sales call with something valuable: more contacts, more information, pertinent knowledge about the industry, the company, employees, a follow-up appointment, etc. We must also walk away from every sales call leaving value behind... but that's topic for a different conversation.
Here Are The Four Destinations of a Sales Call:
Asking With a Success Story
Reece Theriot, MBA
“We were put on this Earth to love; by loving, we serve others; by serving others, we create value; by creating value, we form successful ventures; by forming successful ventures we contribute to the advancement of Creation which pleases the Creator.”