Closing Signals

During a face-to-face sales presentation you need to keep observing your prospect for that "ready to buy" signal. Some people are readdy sooner than others and you must stop your presentation when they are ready and begin to close the sale. Here are some signs to watch and listen for:

*They tell you they are ready to buy (easy one)
*They ask about the guarantee
*They ask about payment terms
*Their voice & attitude becomes very friendly
*They pick up and start looking at the order form
*They ask about delivery time
*They start handling or inspecting the product
*They show the product to their spouse or associate
*They want to know who else is using the product
*They say that it will handle their needs
*They ask about a larger model or package
*They ask about accessories or add-ons
*They ask other in-depth questions
*They ask what your best price is
*They compliment the product or your company
*They start writing a deposit check (a salesperson's dream)

More on face-to-face sales in my new book "90 Days to Success as a Small Business Owner"