SEVENTEEN
Ask the Customer to Take Action
When you have reached the final stage of the sales conversation, and you are clear that the customer wants your product, needs your product, can use your product, and can afford your product, it is time to ask the prospect to take action.
When the prospect has indicated that he or she trusts you and believes in you, and expresses a desire to own or use your product or service, you can complete the transaction by using one of the following closing techniques.
Ask Confirming Questions
Before you close the sale, there are two confirming questions you can ask to be sure that the customer is ready for you to ask the closing question. The first is, “Do you have any questions or concerns that I haven’t covered?” ...
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