Asking for the Business & Closing the Sale

Spotting buying signals and asking for the business is a simple process but it is amazing how many people get it wrong.

Say you are with a potential client in the middle of presentation and he starts giving you buying signals like leaning forward, taking notes, agreeing with you or just really being interested in what you are saying then it is time to start asking closing questions like:

If you were to place the order today when would you need delivery?

This question gets the customer thinking about his requirements and can also reveal how desperate they are for your goods or services. If he indicates a date, you are definitely one step closer to closing the sale.

Do you prefer product A or product B?

What colour do you like?

Do you prefer the 5 spoke alloys or the 7?

Do you normally pay by cheque or credit card?

You are now starting to offer the buyer different choices regarding his purchase without doing any hard sell!

Ask the client if he has any further questions. If the answer is no take out the necessary paperwork and ask him:

Do you have an order number or should I use your name?

If he chooses either option then mark an X beside the signature area, hand it over to him and ask for his autograph.

If the client starts being awkward at this stage then you could look at offering him your standard discount.

If you were to buy X amount today I could knock 10% off.

Always ask for a higher amount than the customer requirements when you initially offer the discount. You never know you might get a bigger sale but if the customer objects saying that the quantity is too high, reluctantly offer the same discount for a lower amount to clinch the deal.

Asking for the business and closing the sale can be difficult but with a little bit of practice and by asking the right questions, it can become a lot easier. The minute you start seeing buying signals from your potential customers, you should be looking at ways of closing the sale. It is not always necessary to carry out the full presentation.