Don’t Just Ask—Earn the Right to Close the Sale

It’s been shown that for higher-price items, close ratios increase when sales associates ask for the sale. The most common reason for not asking is fear of being turned down. That fear comes from not successfully executing the first five steps of the sale process: greeting effectively, asking good questions, listening carefully, making a persuasive presentation that an item meets the customer’s needs or dreams, and handling objections. Those steps establish the salesperson as a trusted advisor who has earned the right to ask for the sale. After successfully carrying out the first five steps, follow these tips for closing: Move to close the sale once buying signs appear. Timing is everything. Ask for an order too early, and trust can be broken; wait too long and a client’s patience expires. People give various signs that they’re ready to buy. Sometimes it’s a v

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