Approaching the Close

It's time to close -- to ask for the business.

You have build the relationship, determined the needs, made great recommendations, and resolved the customer's objections. It's time to close -- to ask for the business. So why do so many sales professionals find this step so difficult? The answer is simple -- it is that fear of rejection rearing it ugly head once again.

This fear pushes many experienced salespeople toward canned "closes," like the Specific Terms Close," where the idea is to present the customer with a prearranged buying scenario, and then ask them to agree to it. For example: "We can deliver 10 palettes on May 12 for $1,000 -- Is that OK?" Of course, on occasion, this approach -- and others in a similar vein -- may bring about a sale, but often the customer will think you are being presumptive and rude. It's canned selling at its lowest

ACTION POINT: Overcome the fear of rejection and avoid canned selling.