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Step 2 - Ask for the Order
Completion requirements
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No matter when or how you close, remember that when you ask for the order, it is important to be silent. Do not say a word. If you say something – anything – you increase the probability of losing the sale.
You must put the prospect in a position of having to decide, speak first and respond to the close. If you say anything after your close, you take the pressure off the prospect to make that decision.
Imagine this situation: The salesperson has finished the presentation and says, “Would you want this delivery in two or four weeks?” The average salesperson cannot wait more than two seconds for the prospect’s reply without saying something like, “I can deliver it anytime” or starting to talk again about the product. This destroys the closing moment. The prospect does not have to make the decision. There is time to think of reasons not to buy. By keeping quiet for a few seconds, the prospect cannot escape making the decision.
All individuals experience the urge to say no, even when they are not sure of what you are selling or when they may want what you propose. At times, everyone is hesitant in deciding. To help the prospect make the decision, you must keep silent after the close.
The professional salesperson can stay quiet all day, if necessary. Rarely will the silence last over 30 seconds. During that time, do not say anything or make a distracting gesture merely project positive nonverbal signs. Otherwise, you will lessen your chances of making the sale. This is the time to mentally prepare your response to the prospect’s reaction.
It sounds simple, yet it is not. Your stomach may churn. Your nerves make you want to move. You may display a serious look on your face instead of a positive one. You may look away from the buyer. Most of all, you may want to talk to relieve the uncomfortable feeling that grows as silence continues. Finally, the prospect will say something. Now, you can respond based on the reaction to your close.
Practice constantly by asking your closing question, staying silent for 30 seconds and then responding. This will develop your skill and courage to close.