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"Lions make leopards tame." William Shakespeare (United Kingdom, 1564 - 1616) Let's face it, without a close you are just wasting your time and breathe. Every sale starts with a pitch (an explanation of what your product or service can provide for a customer.) This, of course, is comprised of features and benefits; but this is only a set up for the final question, "Would you like to buy this or not?" Typically, after you ask for money you will hear objections. If you handle the objections well, then you will have another opportunity to pose the question again. How you pose this question can make or break a sale. The following are tips to help you build a more effective closing question: Don't's: -- Don't ask, "So, what do you think?" Open ended questions may be good for objection handling, but a closing question needs to be a decisive yes or no (there is a way to get around this; we will explain in the Do's.) -- Don't appear nervous. If you seem nervous in a close, your customer will fear that you are ripping them off. If you are nervous about asking for money, maybe you should re-evaluate your product/services' value or price-point. -- Don't agree or un-sell. If a prospect gives an objection, handle it. You can understand their concerns, but don't agree with the customer on perceived deficiencies. -- Don't offer a way out. Don't say, "Why don't you go home and think about it." A money-back guarantee is a good idea here. Let them pay you first, then you can refund if they truly regret the sale. -- Don't argue. Again, if you get an objection, don't get angry and argue. Use your objection handling training. -- Don't talk. After you pose your closing question - shut up. Sit in silence until the customer says something. The more they talk, the better they will feel about the sale. Do's: There are many types of closes. Three in particular when used together make a very powerful combination. -- Do use a "puppy dog" close. Give your customer a free sample. This way they will have already experienced your features and benefits in a visceral manner. They also will feel slightly indebted to you. -- Do use an "assumptive" close. Assume that your customer loves your product/service and is going to buy. This confidence will alleviate their concerns about being ripped off, and negate any self-deficiencies that you may be harboring... read more... Closing 101: The Dos and Donts of Sealing the Deal