A good salesperson is prepared with several closing strategies for a variety of different situations. Work with different strategies to find the one that works best for you. Practice to become comfortable. The words should sound natural, not rehearsed You may feel a bit uncomfortable or awkward at first, but sales is just like riding a bicycle and once you learn you will never forget. Be persistent with your practice and develop alternative closes if necessary. Be sure to use a positive sense of urgency to motivate the Customer to move forward. There are many strategies to choose from. The three most effective in my opinion are the assumptive, either/or and summary close.

Assumptive Close

This is one of the most common types of closes because it is effective and easy to use, and one of my personal favorites. As with all closing strategies you must be prepared. The assumptive close helps the Customer follow a logical progression through the final steps by assuming that everything is on track. "Let's go ahead and get the ordering process started so we can help you market your line of products." By moving to the next step of the sale you are assuming that the customer has already agreed to buy. Let the customer know that you can take care of processing the order and end with how your product will benefit them.

Either/or Close

This highly effective strategy presents two alternatives and allows the Customer to make a choice. This allows the Customer to be involved in the decision to make the final purchase. Either selection will indicate a positive intention to complete the sale "Would you like the basic package, or would the professional plan better suite your needs?" Answer any questions and help guide the Customer into making the right decision if necessary. Ask to complete the order with the Customer's selection.

Summary Close

This technique differs slightly from others as it is the only type of close where a "no" is the answer you are looking for. This method requires the salesperson to give a short recap of two or three key benefits and asking if there is anything else the Customer would like to add. By stating "No," the Customer indicates that he or she is satisfied with the current order. At this point, inform the Customer that you will complete the purchase with the current package.

Closing the sale is a natural piece to your well prepared and presented sales solution. This should be a logical extension to your sales presentation. The close should flow naturally as part of the conversation. Be confident. The Customer expects you to ask for the order. You should know that your product is the best, and if it isn't, then perhaps you are selling for the wrong company. Prepare, practice, and use a strategy that works for you.

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