A Closing Checklist

Synopsis:

Closing is simple if you remember six fundamentals. Fill out the following checklist after your next sales call. Whether or not you made the sale, you’ll see where you can improve your technique and your closing rate.

( ) Did you clearly describe all the benefits of your product or services offered – what it will do for the client?

( ) Did you ask the client to buy? Did you come right out and ask for the order?

( ) Did you discover the key issue to your client’s buying decision? (Examples: you’re too new; you’re too much like XYZ company which turned the client last time; your company lacks name recognition.)

( ) Did you uncover the key benefit – either perceived or real – that your client wants from your product or service?

( ) Did you make lots of little closes so that the client had an opportunity to make small decisions rather than one big threatening one?

( ) Did you try one more time – when you thought the sale was lost?

Use this checklist after every sales call for two weeks and you’ll be a master closer. The fundamentals will become second nature and you’ll be first-rate.