Make a call to action
You've delivered a compelling case,
and your prospect is smiling and nod-
ding as you approach the home stretch.
Don't let this feel good moment pass!
Tell them what you want them to do.
If they're not ready to sign a contract,
there are some other actions you can
ask them for:
• Make a deposit or partial payment
• Give a verbal commitment
• Make their recommendation to the
final decision-maker
• Plan for you to make a presentation
to additional decision-makers
• Have a conversation with a current
customer
• Arrange for you to give a product
demonstration or trial
• Invite you to visit the corporate
office or facility.
Avoid leaving the outcome of your sales conversation up to
fate. Closing arguments made in a trial are typically even more
passionate than opening arguments for a good reason: They
are designed to persuade.
That's a testament to how much rides on the power and
quality of your closing.
WWJ
Julie Hansen is a professional sales trainer, speaker, and author. She
authored the book ACT Like a Sales Pro in 2011 and has been featured in
Selling Power, Entrepreneur, and Sales and Service Excellence magazines.
She can be reached at julie@actingforsales.com and www.actingfor
sales.com.
WWJ July 2015 61
Twitter @WaterWellJournl
