Will a sale close itself?

Quote:

Originally Posted by MitchM

...and the cause and effect from each side of the table is a dynamic worth many kinds of consideration.

I can see that. It reminds me of the importance I place on the investigating stage of the sale.

Quote:

Originally Posted by Agent Smith

Is "closing" even necessary or will a sale close itself?

A presentation may go so well and so perfectly meet the needs of the prospect that closing is simply the natural conclusion, but at the risk of sounding cliched, closing is asking for the sale, and to me this is not an optional component in the process. I have stated this before, but to me it is inevitable: Even when a prospect has decided to buy, I believe he will wait for you to ask him to take action. Otherwise, he will stand there, staring at you, as to say "so....what next?"

Quote:

Originally Posted by RainMaker

A presentation may go so well and so perfectly meet the needs of the prospect that closing is simply the natural conclusion, but at the risk of sounding cliched, closing is asking for the sale, and to me this is not an optional component in the process. I have stated this before, but to me it is inevitable: Even when a prospect has decided to buy, I believe he will wait for you to ask him to take action. Otherwise, he will stand there, staring at you, as to say "so....what next?"

That sounds about right.

Quote:

Originally Posted by RainMaker

A presentation may go so well and so perfectly meet the needs of the prospect that closing is simply the natural conclusion, but at the risk of sounding cliched, closing is asking for the sale, and to me this is not an optional component in the process. I have stated this before, but to me it is inevitable: Even when a prospect has decided to buy, I believe he will wait for you to ask him to take action. Otherwise, he will stand there, staring at you, as to say "so....what next?"

Yes--exactly. Inexperienced salespeople are taught to not "talk yourself past the close." What next is the close in action. The best closing questions in that scenario probably should include an action phrase that would translate as putting pen to paper--at least figuratively.

Quote:

Originally Posted by RainMaker

I believe he will wait for you to ask him to take action. Otherwise, he will stand there, staring at you, as to say "so....what next?"

If this is the case do you think that the presentation may have lacked a little in explaining exactly what you were requesting as a commitment from the customer. I think that some sales will practically close themselves, otherwise a little nudge to help the customer decide is necessary.

The closing will naturally come when the salesperson feel that the customers have agreed to the deal. So, the closing might come in the form of setting up the delivery schedule for the customers.

yes of course! Why not if you have the very best product in market, no comparetitions, customers are as many as water in sea.

Absolutely! Closing is the natural end to the sales process. Where we sales people get into trouble, is when we get lazy, and try to skip steps and still get the close to happen naturally. When you skip steps, you create no value, and end up selling on price.
For me, I was always very low key with a closing question. Any type of 'eiither or' question works well. Would you rather do a wire or a check for the deposit? At this point, they're deciding on payment methods, not whether they're going to buy.
If they're not sold, here comes an objection. Time to start the process over!

Cheers

Susan

I think customers are alway lazy. Althrought they made their decisions to purchase one product but they still lazy and do nothing. Sales jobs are to find these demand and push and push customer until they have to make clear their underlying decisions. It's you are closing sales.

Quote:

Originally Posted by nhocaokeu

I think customers are alway lazy. Althrought they made their decisions to purchase one product but they still lazy and do nothing. Sales jobs are to find these demand and push and push customer until they have to make clear their underlying decisions. It's you are closing sales.

Believe it or not, I think I understand what you are saying.

Will a sale close itself?

Closing the Sale Forum