Close to
:
•
Get the deal … if not …
•
Get a customer commitment to future action.
You’re ready to close when you:
•
Know the result you want.
•
Are confident and in control.
•
Have answered all customer questions and objections.
Customer is ready to close when you hear:
•
Buying signals.
•
Buying questions.
Use Close Formula:
•
Restate
: benefits important to customer.
•
Ask
: for deal or a commitment to future action.
•
Keep Selling
–
Keep Asking
: if you get a “no”.
Rapid Recap
Sink the Putt – Close