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Practice Management > Building Your Business

Ten simple tips to help you close

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Ted Finch, of Chanimal.com, offers tips to help close a sale. Below are the top 10.

  1. Stay positive. Assume your customer is going to buy and never doubt his intentions to do so.
  2. Create a “buying atmosphere” for your prospect without being too pushy or pressuring him.
  3. Don’t use direct questions like, “Do you want it?” to pressure the prospect.
  4. Stay focused on your goal. “To be successful in closing, you must have the will to win,” Finch says.
  5. If the prospect appears hesitant, give him “one more reason to buy;” show him how you can help him before trying to close again.
  6. Continually reassure your customer that he is making the right decision by purchasing.
  7. In every presentation, always ask for the sale by asking the close question.
  8. Practice your presentation until you can flow smoothly into the close. It is important that there not be a distinction between the demonstration and the close. They should flow smoothly from one to the other.
  9. Ask for testimonials from satisfied clients so you can use them when you try to close with a new client.
  10. Keep your presentation simple. If your offer is too wordy and confusing, you could discourage your prospect, Finch says.

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