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Getting letter perfect with closing fleet sales
"A salesman who cannot close is not a salesman... he is merely a conversationalist." Charles Roth, and noted sales trainer.
In the first two parts of this series, we covered prospecting and effective sales presentations.
What's next? How about closing the sale?
People wonder when you should close. Actually, closing is as simple as A, B, C:
The close may not always come at the end of the presentation. It comes when enough value has been shown to the customer.
A customer buys through psychological impulses. They are like the stock market, up one minute and down the next.
You must be able to recognize exactly when the impulse is high by reading your customer's buying signals.
Buying signals are best recognized by letting the customer talk, so you can listen and watch for the important signals.
There are three types of buying signals: verbal, mental and physical.
Here are some examples of the verbal:
* Does your …