The closing of sales

The closing of sales consists of the moment of which, after to have presented/displayed and to have argued our product the potential client we induce, it and we convince to say itself to make the purchase.

Then the potential client (sale prospectus) happens to become our client.

In order to close a sale, we must press the client nor never force the closing, but we must wait for the opportune moment, and soon induce it subtly.

We must be always kind at the moment at which the opportunity appears to induce the client to be decided by the purchase, often the client or wants to close the treatment and, if we did not notice ourselves of it, and we continued imputing new argumentations, we can inconvenience or bother the client, and cause that it changes to seem.

Some of the moments in which we can induce, to invite or to motivate the potential client to be decided by the purchase or to close the treatment are:

• when the conversation subject no longer is on the product, but on the conditions of payment or it gives.
• when the client begins to show corporally that she already wants to conclude the interview, for example, when seeing the hour.
• almost immediately after beginning the contact.
• after a demonstration.
• after having acquitted an objection.
• after the client has responded affirmatively in repeated opportunities.
• after a formal presentation of the product.
• after several visits or contacts.

If the sale closing does not take place after these tests, can be due a:

• the client is not ready to close the treatment.
• to the client it has left interrogative and objections nonindicated.
• the salesman has not offered all the information that had to give.
• all the expressed objections are not had acquitted or they are had acquitted of unsatisfactory way.

In these cases we must be patient, to reorganize our presentation or our arguments, to offer a greater information, to resist its arguments, to emphasize new benefits and to try it again.

Image: thinkpanama