Closing the Sale

Here's how you can become a better closer:

Don't try to close prematurely. First, make sureyou've satisfied the prospect's needs and concerns, andthat he or she believes you can solve the problem at hand.

Then ask for the final decision. This sounds obvious, butit's often overlooked by the inexperienced, who instead waitfor the prospects to seal the deal.

If you're uncomfortable with the term"closing," think of it as helping someone make adecision. Don't take a heavy-handed approach. Instead, in afun, nonthreatening way, ask "So how many do you want?"or "We have it in a rainbow of colors. Do you want themall?"

Still worried? Remember, your ultimate goal is to get thebusiness, so don't be afraid to ask for it.

Excerpted fromGet Smart: 365 Tips To Boost YourEntrepreneurial IQ