Perfecting the Close

Learn how to close the deal without pressuring your prospects.
1 min read
Opinions expressed by Entrepreneur contributors are their own.

When closing a deal, review the point that sparked the buying signal and ask for the order. "I can tell you appreciate this high-impact widget. Would you like to order a dozen now?" This type of closing question will either give you a yes or prompt the prospect into telling you what he really wants. Either way, you've come out ahead in the exchange of information.

But what if this is one of those prospects who won't be rushed? What if this is a complex sale that's not going to happen on this call? Are you harming future chances by closing too hard? Only if you're trying to close without first receiving a buying signal. If that's the case, you'll have plenty of opportunities to change direction and recover lost ground if you practice the first rule of creative --listen!

Excerpted from Creative Selling: Boost your B2B sales

More from Entrepreneur

Get heaping discounts to books you love delivered straight to your inbox. We’ll feature a different book each week and share exclusive deals you won’t find anywhere else.
Amplify your business knowledge and reach your full entrepreneurial potential with Entrepreneur Insider’s exclusive benefits. For just $5 per month, get access to premium content, webinars, an ad-free experience, and more! Plus, enjoy a FREE 1-year Entrepreneur magazine subscription.
Discover a better way to hire freelancers. From business to marketing, sales, finance, design, technology, and more, we have the freelancers you need to tackle your most important work and projects, on-demand.

Latest on Entrepreneur