A lot has been written about when you should attempt to close on a sale.

Personally, I don’t think there is an exact formula.  It involves intuition.  I know, you will say that you don’t have an intuitive bone in your body, but everyone does.

We’ve all had the experience of walking into a party and being welcomed with a smile and a pleasant greeting and we pick up that this person is just playing a role.  They don’t mean it.  There is no sincerity in it.  You can even tell if they don’t like you.

I was in the travel business when American 191 crashed at O’Hare Airport killing all on board a few minutes after take off.  I had two passengers booked on that flight.  They both canceled the day before for seemingly frivolous reasons.

Afterwards, I asked them why.  Each one said they didn’t know why but they just had a feeling they shouldn’t go to Los Angeles that Memorial Day weekend.

So, why didn’t the other passengers cancel?  I don’t know.  That is a mystery.  It could be they didn’t listen to their gut or weren’t tuned in to their inner messages.  Or, many say, it was just their time.

Closing a sale also includes this knowing of when it is time.  Pay attention to your customer’s body language.  Are their arms crossed across their chest?  Are they looking down or away from you?  Do you feel resistance?  (Yes, you can feel it)    Don’t even go there.  It is not time.

It is time for a follow up question.  Not more selling.  They are not buying what you are offering.

With a warm smile (Yeah, make it sincere) ask something like –

“Talk to me.  I seem to be on the wrong track here.  Tell me more about what you are looking for.  I want you to be happy.”

Then, shut up.  Let them talk. They usually will.  Experienced sales people say, “The first person to speak loses.”

If they are buyers, they will tell you their objections to what you are offering.  People want to be heard.  No one listens to them.

It could be the cost, the timing, the wrong destination, color, investment – whatever.

Then, start all over with a new tack based on what they tell you.  You will know again by your intuition if you are closer.

They will start to look happier, even if they seem to be a little nervous.  More relaxed.

Then tell them the terms of the purchase.  Full price.  Deposit.  How they can pay.  This is what is referred to as “trial close.”

If they still look interested, check in with your inner self again and if you are getting a positive vibe - ask for the order.

“This seems like it is right for you. Just do it.  How would you like to pay for it?”

No more talk.  That’s it.  Have them sign the papers.

A little pushy?  Maybe.  But sometimes people are afraid and they need encouragement and direction even if they really want something.

Now – the most important part of the sale.  When it is done, do not talk about it again.  Do not resell it.  Don’t add any additional selling points.  Talk about their kids – the weather - anything but the sale.

There is a famous story of a travel agent who sold a client a World Cruise.  Don’t ask how expensive it was.  Lots.  She had the deposit and as her client was walking out of the agency,  she said, “The French menu is so wonderful and the sauces are out of this world.”

The client canceled.  He was a diabetic and on a strict diet and could not be tempted by rich food.  A classic case of over-selling.  She should have just SHUT UP.  She had already sold it.

A final note.  There are people you cannot sell.  They are lookers, “tire-kickers,” or just passing time seeing what is available for their future or it is raining and they have nothing else to do.  I certainly would not be rude because they could be buyers later and you might check in with them from time to time.

But, your intuition will tell you when you are beating a dead horse.  Go on to the next buyer.

Give your clients your all.  Offer only what is the very best for your customers.  Go back to my post  - Sales 101 - Loving the people.

But, your time is precious.  Use it where it counts.  Use it with people who will buy.

For SALES 104 - Click here

http://www.personal-growth-with-corinne-edwards.com/sales-104-appreciation/