Professional salespeople are so elegant, they “listen” people into buying. This not only means you effectively probe for needs and wants; it also suggests that you pay more attention to how the prospect reacts to what you say. Some of those reactions are cues from your prospect that they have heard enough and want you to move to the next stage of the process. Sometimes these cues indicate they want to buy.
Most sales are a complete accident. They occur because you happen by chance to stop talking and the prospect coincidentally is ready to buy. If you know how to listen, while also possessing some product knowledge, all you need is to stop talking.
As simple as this seems, 70 percent of your sales are lost because you don’t know when to close. Knowing when is more important than knowing how. If you have done a good job of gaining your prospect’s trust, he will usually close himself. Sometimes, you just have to be sharp enough to ask “What do you think?” and then listen. They will often say, “Sounds great.”