Sales Training Videos

The close occurs when the prospect makes a decision: yes, close the sale; no, close the file. The sooner the decision maker says yes, the better off you are. Cover two issues in your presentation, then “take the prospect’s temperature.” That is, establish how close your prospect is to saying yes on a scale of 1-10. If the prospect is already at 10, you don’t need to go any further. If he/she is not at 10, find out why. The prospect may just need to hear more pains addressed before he/she is sure. Or, you may have to do more work in addressing the pains already presented. An important point—you don’t have to finish the presentation. If the prospect is ready to buy, you can move on to the next phase.