Closing the sale article

I know there are a gazillion books and articles on this topic, but can anyone point me to a nice short and concise article on the net for "closing the sale?" I've got a new salesman with some experience, but he is young and might need a little reinforcing on this critical technique.

Originally Posted by RainMaker I know there are a gazillion books and articles on this topic, but can anyone point me to a nice short and concise article on the net for "closing the sale?"

Is that possible?

Originally Posted by Frankie Is that possible?

Point noted

Maybe I'm just frustrated. I'm having one of "those" days.

It just seems to me that other than the various ways of "asking for the sale" that closing really comes down to understanding the "whole" process.

I once heard a Zen saying about how at first you believe the mountain is a mountain, then you learn that the mountain isn't a mountain but finally realize that the mountain is a mountain. [or something like that.]

Originally Posted by Frankie Maybe I'm just frustrated. I'm having one of "those" days. It just seems to me that other than the various ways of "asking for the sale" that closing really comes down to understanding the "whole" process. I once heard a Zen saying about how at first you believe the mountain is a mountain, then you learn that the mountain isn't a mountain but finally realize that the mountain is a mountain. [or something like that.]

I was nodding my head in agreement on the "whole process" statement, but you lost me on mountain thing. I do understand your point, however, that effective sales cannot be oversimplified into a single small article on "closing."

Originally Posted by RainMaker ...but you lost me on mountain thing.

Many salespeople believe that a "close" is a "close." After discovery it turns out that a "close" isn't a "close" but really a "process". However, with that realization it's okay to call a "close" a "close" because you know the deeper meaning.

Of course, I'm not a Zen Master but I did sleep in a Holiday Inn Express last night.

Originally Posted by Frankie Of course, I'm not a Zen Master but I did sleep in a Holiday Inn Express last night.

Too funny.

Originally Posted by Frankie Many salespeople believe that a "close" is a "close." After discovery it turns out that a "close" isn't a "close" but really a "process". However, with that realization it's okay to call a "close" a "close" because you know the deeper meaning.

I like your way of thinking.

Originally Posted by Frankie It just seems to me that other than the various ways of "asking for the sale" that closing really comes down to understanding the "whole" process. I once heard a Zen saying about how at first you believe the mountain is a mountain, then you learn that the mountain isn't a mountain but finally realize that the mountain is a mountain. [or something like that.]

A great post and a great analogy, Frankie. That particular portion of the Zen story was paraphrased and popularized by Bruce Lee when he said "A punch is just a punch."

You hit the nail right on the head in your answer. If you seek a "deeper meaning" you lose the simple knowledge of what a "close" is. That was the point of the parable.

I'd like to thank everyone for analyzing my question, and I especially want to thank Bald Dog for sending me an email with some sources that actually answered my question. I was looking for a link to send my new (less experienced) reps to where they could read about the importance of and some effective approaches to "asking for the sale."

I like the sound of Gary's direct pre-close: Do you like it? If you can survive that, the final "close" should be nothing more than the logical conclusion.