After You Ask for the Sale, Do You Shut Up?

Most salespeople have heard the rule about closing a sale: after you ask a closing question, you shut up and be quiet until the prospect answers or raises an objection, or whatever. The fact is, this technique works.

If you have followed this advice...

What's the longest period of time that you've been silent after you asked for an order while you were waiting for the prospect to respond?

Rarely do I ask for a sale - the people I meet with have already indicated they want what I sell BUT I understand the question, Skip, and it's one of the most important considerations as you and I know.

The questions I ask along the way toward closure are questions I need answers for - spelling out the details and conditions of mutual satisfaction. I've never timed how long I've remained silent but I remain silent when I've asked a question until the other person speaks - rare exceptions only.

When I've asked: so do you want to get started? those times the question if fitting I wait as long as it takes for an answer.

MitchM

Quote:

Originally Posted by Skip Anderson

Most salespeople have heard the rule about closing a sale: after you ask a closing question, you shut up and be quiet until the prospect answers or raises an objection, or whatever. The fact is, this technique works.

If you have followed this advice...

What's the longest period of time that you've been silent after you asked for an order while you were waiting for the prospect to respond?

There's a big twist to this Skip (you may find Tom Hopkin's How to Master The Art of Selling interesting reading on this point).

Quote:

Originally Posted by Wonderboy

There's a big twist to this Skip (you may find Tom Hopkin's How to Master The Art of Selling interesting reading on this point).

Care to share the big twist, Wonderboy?

Quote:

Originally Posted by Skip Anderson

Care to share the big twist, Wonderboy?

Stay tuned.

	#1
Skip Anderson "Top Sales Expert"	After You Ask for the Sale, Do You Shut Up? Most salespeople have heard the rule about closing a sale: after you ask a closing question, you shut up and be quiet until the prospect answers or raises an objection, or whatever. The fact is, this technique works. If you have followed this advice... What's the longest period of time that you've been silent after you asked for an order while you were waiting for the prospect to respond? __________________ Skip Anderson Selling To Consumers \| Sales Training to Sell More™ Free sales training newsletter. Subscribe!

	#2
MitchM	Shut Up! Rarely do I ask for a sale - the people I meet with have already indicated they want what I sell BUT I understand the question, Skip, and it's one of the most important considerations as you and I know. The questions I ask along the way toward closure are questions I need answers for - spelling out the details and conditions of mutual satisfaction. I've never timed how long I've remained silent but I remain silent when I've asked a question until the other person speaks - rare exceptions only. When I've asked: so do you want to get started? those times the question if fitting I wait as long as it takes for an answer. MitchM

After You Ask for the Sale, Do You Shut Up?

Closing the Sale