Don't Close the Sale

You heard me.

Don't close the sale. Instead you should only need to ask for agreement.

When you design your presentation, you want to create a flow of information. Make sure you invite comments and concerns from your potential buyer. The more you know about their needs and concerns, the easier it becomes to match your product to their needs. As you go through your conversation, allow your buyer to see how your product or service matches up with the concerns stated.

I like to do small response checks throughout the conversation. "Does this makes sense?" "Are we on the right track?" These questions are asked after I resolve an objection.. This is not a close, rather an opportunity to check your to keep your conversation on track.

Thinking in terms of asking for agreement, makes it easier for buyers to say “yes” to us. We've learned about their needs and concerns. We've asked questions to find out more. We've responded in ways to show how our product or service matches their needs and concerns. After that, asking question such as “What’s our next step?” gives you the yes or no you need. If you've created the presentation properly, you’ll already know the answer. Don’t close the sale, ask for agreement.