WHAT'S STOPPING THEM SIGNING

Sales Manager Appointments Selling Solutions

You are ready to celebrate – you feel you've made the sale.  The prospect is just inches away from placing the order. Your hands are on the keyboard, ready to input the order.  Or your pen is in your hand waiting to write up the sale. There is a silence.  No order.  What do you do?
First - Get An Agreement
  To make sure they really ARE close to ordering, start with a statement to review the specifics of the order: 
      "Let's see what we agree on."
After you get agreement on the main points, move on to closing questions.
Three Closing Questions
  To find out – really – how close the prospect is to make a commitment, and to move the process along, try one of these questions:
"What do you need from me to move forward?"
  "What do we still have to do?
"What do you consider to be the next steps?"
And Remember
Don't say a word until the prospect answers you!