The Small Business Planner by Larry Wilson

Author:Larry Wilson
Language: eng
Format: epub
Publisher: Morgan James Publishing
Published: 2011-09-15T00:00:00+00:00

Closing Methods

There are many ways to ask for the sale. The most obvious would be:

“How many would you like?”

“When would you like to get started?”

In a retail showroom setting the obvious would be, “How would you like to pay?”

When dealing with conceptual services and contracts, try to avoid discussing payment until you have a firm commitment to buy. Discuss the price in terms of investment and not cost. It will be a tax deductible expense; however, talking in terms of return on investment is very important. If your business utilizes contracts, as many service providers do, be sure to have one with you and ready at the close. The most direct way to close is to present the contract to the prospect with your pen saying, “I just need your signature here and we can get started.” This will certainly test the prospect’s commitment to buy and bring any objections front and center. Some other closing methods to try before asking for the signature may include:

“Would you like me to use the information on your business card for the contract?”

“When should we schedule the first meeting.”

“Who else will I be working with in the company?”

Create a list of appropriate closing lines and techniques suited to your industry type.

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