, the customer at that point must clearly want the benefits offered by your product because he realizes that he needs it and will be able to use it, and lastly, will be able to afford it.

7. Finally, when it becomes apparent that it's time to close, either on a hot button or at the end of the presentation, you must always move immediately and decisively into closing without hesitation or equivocation. In this case, never have truer words been said than, "He who hesitates is lost."

You should keep in mind, that a sale seldom takes place without a close. Oh, there may be that rare occasion when the prospect jumps up half way through the presentation and says, "I'll take it, I'll take it!," but those occurrences exist more in a salesperson's fantasy rather than in reality. Successful sales people live by the old retailing maxim that says, regardless how good your presentation is, "You have to take the order!" And a good close is the way you take the order. It must be carefully planned, carefully rehearsed and carefully executed. To put it in some familiar terms, the close is the bottom line, it's the punch line, it's the denouement of the story. Or, as Vince Lombardi said about winning, the close "...isn't the most important thing, it's the only thing."

As I indicated earlier, the closing should be so automatic at the end of the presentation that the transition will occur as a normal and logical course of events. It should be the natural consequence of your effective presentation. When done well, the close is an integral part of the presentation. Here are some of the closes that will promote a positive decision by the customer.

The Approach Close actually begins at the beginning of your meeting with the prospect when his sales resistance is likely to be at its highest.

You reduce this resistance by asking him at the outset to agree to make a non-threatening decision at the end of your presentation. You're offering him a deal.

You offer a deal by saying, "Mr. Prospect, I won't try to sell you anything right now. But I ask that you look and listen at what I have to say about why others have bought this product and then honestly decide whether or not it applies to your business. And then tell me yes or no, if it does or doesn't apply. Okay? Will you do that?

Most people will naturally
, the customer at that point must clearly want the benefits volunteer by your merchandise because he realizes that he needs it and will be able to use it, and last, will be able to afford it. 

 7. Finally, when it becomes apparent that it's clock time to close, either on a hot push button or at the end of the presentation, you must constantly move immediately and decisively into closing without reluctance or equivocation. In this case, never have truer words been said than, " He who hesitates is lost. " 

 You should keep open in mind, that a sale seldom takes position without a close. Oh, there may be that rare occasion when the prospect jumps up half manner through the presentation and says, " I'll take it, I'll take it! , " but those occurrences exist more in a salesperson's illusion rather than in reality. Successful sales people live by the old retailing maxim that say, regardless how good your presentation is, " You have to take the order! " And a good close is the way you take the order. It must be cautiously plan, carefully rehearse and cautiously executed. To put it in some familiar terms, the finale is the bottom line, it's the punch line, it's the denouement of the story. Or, as Vince Lombardi said about gain, the close "... isn't the most important thing, it's the only thing. " 

 As I indicate earlier, the closing should be so automatic at the end of the presentation that the transition will happen as a normal and coherent course of events. It should be the natural consequence of your effective presentation. When suffice well, the close is an integral part of the display. Here are some of the closes that will advertise a positive decision by the customer. 

 The Approach Close actually begins at the beginning of your meeting with the prospect when his sale resistance is likely to be at its high. 

 You reduce this electric resistance by asking him at the beginning to agree to make a non - baleful decision at the end of your display. You're offering him a deal. 

 You offer a deal by saying, " Mr. Prospect, I won't try to sell you anything right now. But I ask that you look and listen at what I have to state about why others have bought this product and then honestly decide whether or not it use to your business. And then tell me yes or no, if it does or doesn't apply. Okay? Will you do that? 

 Most people will naturally
, thf customer at that point must clearly wcbt the benefjts offefed by your product because ie rwaliztf that he needs it and will be able to nse it, and lastlb, will bc abls to cfhord it.

7. Finally, when it bacomes apparend ghct it's time to close, either on a hot button og at the end os tht pwesehnauion, you must always move immediafely anv decisively inyo closing without hesitatlon lr equivocation. In this case, bevew have truer dords been said than, "Hg who hesitates is lost."

You shoula kee' in mind, tyar a vale seldom takef place without a clmse. Oh, yhere may be tmat rere iccasion when the provpect jumps up hals way thrmuyh the presentation abd says, "I'll takd it, I'lm vaks it!," bkt vhose occurdences exisr more in a salespetsjb's fantasy rafher trag in reality. Successful sales people line bg the old retailing maxum that says, regardleds how gojd your presentation is, "You have to take the ordes!" And x gioq xllse is the way you take the order. It must be szrtfukly planned, cavefully rehearsed snf vwrefully execoted. To puf it in some famillar teris, thw close if thr bottom line, it's the punch line, it's thv debouement of the stlry. Or, as Vnnce Lpmbarci said about winning, tke cloae "...isn't the most impkftant thing, it's ghe otly thing."

As I indicated eawlier, the cloxing shuuld be so automatic at tma end of the presejtatiln that the hransition will occur as a normek and logicak wougse of evznts. Ib should be the natural conseauence jf yojr effectine presenvation. When qone well, the flose is an mntegral [art of rhe prerdntation. Here sre some of the clowes that will prompte z positive deciwiob by the customrr.

Tfe Wpiroech Cjmse actually begkns st thd beginning uf ypur meeting with the proapect when his salrs resistabce is lykely to be ay its highest.

You rtduce vhis rxsistamce by asking him at the outset tk agree tl mwke a non-thrqateking decision ct the end of your presentation. You're ofhering him a deal.

You ofder a deal by sayiny, "Kr. Prospect, I wog't try to sell you anything rught now. But I asl that you look and ljsten dt whwt I have to say about why others have bought this product and then honesrly deriqe whether kr npt it a'plnes to rour uusiness. And then tell me yes or no, if it does oc doesn't a[pjy. Okay? Will you do that?

Most pdople will najurally
, the customer at that point must the offered by product because he and be able to it, and lastly, be able to afford it. 7. when it becomes apparent that it's time to close, either on a hot or at the end of the presentation, you must always move immediately and into without or In this case, never have truer words been said than, "He who hesitates is lost." You keep in mind, that a sale seldom takes without a close. Oh, may be that rare occasion the jumps up way the and says, "I'll it, I'll take it!," but those occurrences exist more in a salesperson's fantasy rather than in reality. sales people the old maxim says, how good your "You have to take the order!" close is the way you take the order. must be planned, carefully rehearsed and carefully executed. put it in some familiar terms, the close the bottom line, it's the punch line, it's the denouement of the story. Or, as said about winning, the "...isn't the most thing, the thing." I indicated the closing should be so automatic at the end of the that the transition will occur as a normal and logical events. should be the consequence of your effective When well, the close is part the some the that will promote a decision by the customer. The Close actually begins at with the prospect when his sales resistance is to be at its highest. You reduce resistance by asking him at the outset to agree to make a decision at of your presentation. You're offering him a deal. offer a deal by "Mr. Prospect, I won't try to sell you anything now. I ask you look and at what I to say about have bought product then or not it applies to your And tell me yes or no, it doesn't apply. Okay? Will you do that? Most people will naturally
, the customer at that point musT clearly waNt the BenEfiTs OffeRed bY your product beCAuse He realizes that he needs iT and wIlL Be abLE tO use iT, and lasTLy, WILl bE aBlE to AfFOrD it.

7. FiNalLy, when iT becomes apParEnT that it's time TO cLose, either On a Hot button or aT thE end of ThE prESentaTioN, you mUst alwAYs move ImmediateLy ANd deciSIvely inTO ClOsinG without hesitatioN Or EQuivocation. In tHis casE, nEVeR HAve TruEr words beeN sAid thAN, "He who hESiTATEs iS Lost."

You should Keep in mind, tHAt a Sale seLdOm tAKes plaCe witHoUT a cLose. Oh, there May bE that rare OccasiON when thE ProspecT jumps Up hAlf Way tHRoUgH thE pREseNTaTioN And Says, "I'll tAkE iT, I'll tAke iT!," BUT ThosE ocCurrEnces Exist more in a sAleSperSOn's FantaSy ratHer tHaN in reAlity. SUccesSfUl sales people liVe by The old retAilInG maXiM that SAys, regArdLesS how gooD your prESenTaTION iS, "You have to take the oRdER!" anD a good clOse is tHE wAy YOu take thE oRdeR. It mUST be caRefuLLy Planned, cArefulLY rEhEarsed aNd CarefuLlY exEcuTed. To PUt it In some Familiar Terms, THe close is the boTTom line, it's the PUnCH LiNE, it's The Denouement oF the STory. or, as vInCe LOMbardI said AbOUt WInning, the close "...isn't tHe Most imPortaNt thing, it's the Only thing."

AS i INdicated EarlIEr, THe closing shoulD be so Automatic aT The end of The prEsentatiOn that the TRAnsition WilL ocCur As a NORmAl and logical cOURse oF eVents. It ShoUld be thE naTurAl cOnsEqUence of yoUr effectIvE pReSeNtaTion. WHEn done weLl, The ClOse Is an iNTegral Part oF the PrEsENtaTion. HerE ArE SOme oF tHe ClosEs tHaT will PromOTe a PositivE decision By tHE cusToMeR.

The AppRoach Close actUaLly begins aT tHe bEginniNG Of your meEting with the prospect wheN His saleS reSistaNce iS likely to Be aT its hiGheST.

You reDuce thIs resIsTanCE By askING hIm aT tHe outset to AGRee To makE a Non-tHreatenIng decision at the enD Of yOur presentatiOn. YOu're OFFeRinG HiM A deAl.

yOu oFFEr a deal by saying, "mr. Prospect, i wON't Try to sell yOU anYtHing rigHt now. BuT I ask THat you lOok and lisTen at what i hAve tO SAy aBout why othErs have bOught this PRoducT AnD then HonEstly dEcIde WhethEr or noT It aPplieS to youR bUsinesS. And tHeN tell me yEs or no, if it does or doesn't aPply. OkAy? WilL yoU do that?

MoSt pEOplE will natuRallY
, the customer at that poi nt must cl early  wa ntth e be nefi ts offered byy ourproduct because he rea lizes  t h at h e  n eedsit andw il l beab le  to  u s eit, a ndlastly,  will be a ble  t o afford it. 
7 . Finally,  wh en it become s a pparen ttha t  it's  ti me to  close ,  eithe r on a ho tb uttono r at th e en d of  the presentation ,  y o u must alwaysmove i mm e di a t ely  an d decisive ly  into closing wi t h o uth esitation orequivocatio n . I n this  c ase ,  never  have  t r uer  words been  sai d than, " He who hesitat e s is lo st."
You  sh ould ke ep  in  m i nd, th ata  sa le seldo mta kes p lace w i t hout  aclos e. Oh , there may b e t hatr are  occa sionwhen  t he pr ospect  jump sup half way thr ough  the pres ent at ion  a nd sa y s, "I' lltak e it, I 'll tak e  it !, " b ut  those occurrences  e x i st  more in  a sal e sp er s on's fan ta syrath e r  than  inr ea lity. Su ccessf u lsa les peo pl e live  b y t heold r e tail ing ma xim that  says ,  regardless ho w  good your pr e se n t at i on i s,"You have t o ta k e th e or d er !"A nd agoodcl o se is the way you take  t he ord er. I t must be car efully pla n n e d, caref ully re h earsed and car efull y executed .  To putit in  some fa miliar te r m s, the c los e i s t heb o tt om line, it's t he p un ch line , i t's the  de nou eme ntof  the stor y. Or, a sVi nc eLom bardi said abo ut  wi nn ing , the close"...i sn't  t he mos t impor t an t thin g,  i t'sthe  o nly t hing . "
As I in dicated e arl i er,th eclosing  should be so  a utomatic a tthe  end o f the pres entation that the trans i tion wi lloccur  asa normaland  logic alc ourseof eve nts.It  sh o u ld be t he  na tu ral conseq u e nce  of y ou r ef fective  presentation. Whe n  do ne well, theclo se i s an  in t eg r alpa r t o f the presentatio n. Here ar es om e of the c l ose sthat wi ll prom ote a positiv e decisio n by thecu stom e r .
The Approa ch Close  actually begin s  a t the  be ginnin gofyourmeetin g  wi th th e pros pe ct whe n his  s ales res istance is likely to be  at it s hig hes t.

You r edu c e t his resis tanc e by askin g h imat th e o u tsetto a g re e t o  make  a n o n-threate n in g d e c is ion at thee n d  of  your  pr e sentat ion.  You're offeringh im a deal.

Yo u of f e r a  de a l by  s aying, "Mr. Pr osp ec t ,  I won't  t ry to sellyou anyt hi n g rig ht now . ButI ask t h a ty ou loo k an d l isten atwha tI  have t osa y  about  why  o thershave b o ught t his product andthenh o nestl y  de cidewh ether o r  not  it applie s to your b usines s. A nd th en tell  m e yesorno , if it do e s or does n't a pply. O ka y? W ill  you d o th a t ?

Mo st p eo ple  will nat u r al l y
, the_customer at_that point must clearly_want the_benefits_offered by_your_product because he_realizes that he_needs it and will_be able to_use_it, and lastly, will be able to afford it.

7. Finally, when it becomes apparent_that_it's time_to_close,_either on a hot button_or at the end of_the presentation,_you must always move immediately and decisively into_closing_without hesitation or_equivocation. In this case, never have truer words been_said than, "He who hesitates is_lost."

You should keep_in_mind,_that a sale seldom_takes place without a close. Oh,_there may be that rare occasion_when the prospect jumps up half way_through the presentation and says, "I'll_take it, I'll take it!,"_but those_occurrences exist more in a_salesperson's fantasy rather_than in_reality. Successful sales_people live by the old retailing_maxim that says,_regardless how good your presentation is,_"You_have to take_the_order!"_And a_good close is_the_way you_take_the order. It must be carefully_planned,_carefully rehearsed and carefully executed. To put_it in some familiar_terms,_the close is the_bottom line, it's the punch_line, it's the denouement of the_story. Or,_as Vince_Lombardi said about winning, the close "...isn't the most important thing,_it's the only thing."

As I indicated_earlier, the closing should_be so_automatic_at the end_of_the presentation_that the transition will occur as a_normal and_logical course of events. It should_be the natural consequence_of_your effective presentation. When done well,_the close is an integral part_of the presentation. Here are_some_of_the closes that will promote_a positive decision by the customer.

The_Approach Close actually_begins at the beginning of your meeting_with_the prospect when his sales resistance_is_likely to be at its highest.

You_reduce_this_resistance by asking him at_the outset to agree to make_a non-threatening decision at the end of your presentation._You're offering him_a deal.

You offer a deal_by_saying,_"Mr. Prospect, I won't try to sell you anything right_now. But_I ask that_you look and listen at what I have to say_about why others have bought this product_and then honestly decide whether or not it applies to your_business. And then tell me yes or no,_if it does or doesn't apply. Okay?_Will you do that?

Most_people_will naturally