Introduction

Successful salespeople do not give a presentation and then ask for the order. Successful salespeople cultivate selling techniques that help develop an instinct, sensitivity and timing for when and how to close with each buyer. This section wraps up our discussion of the main sales presentation element. We begin by discussing when to close, showing examples of buying signals and discussing what makes a good closer.

Next, we discuss the number of times you should try to close a sale, along with some problems associated with closing. Eleven closing techniques are presented followed by an explanation of the importance of being prepared to close several times based on the situation.

To be a good closer, you must be able to handle objections. Objections often arise as the salesperson nears the end of the presentation, as in the case of John and after the close, as experienced by Lisa. However, as Ralph found out, price objection can pop up anytime.