Business Corner

When do you close?

You will want to watch for the signs. Start your closing sequence:

*When they’ve been coming along at a certain pace, and suddenly they slow that pace down.

*Or when they suddenly speed that pace up.

*When they’ve mostly been listening and suddenly start asking lots of questions.

*When they give you positive stimuli the right time. Some people come in and immediately start asking questions about delivery and initial investments before they’ve settled on a model. But if they ask these same questions after you know exactly what they want, it’s a postive stimulus. So are questions about guarantees and cancellation options.

Use a test code after getting positive stimuli.

Excerpt from How To Master The Art of Selling by Tom Hopkins 1-212-522-7974. Warner Business Books.

Reprinted from Floor Care Professional, February 2007