Your Signature
How do you close a sale? Do you ask for a signed
agreement? Sure, that could work, but it doesn’t show much creativity or
demonstrate to your prospect how you, and your service, are unique.
After you have identified the prospect’s needs and
dismissed his objections, you need a clincher to close the sale and leave
a lasting impression. A clincher is your trademark, your unique way of
closing the sale.
You don’t need a different closing line for each
specific industry; you need just one sentence that is yours . Think of it
as your signature, similar to Cronkite’s, “And that’s the way it
was.”
To come up with a clincher that will close the sale, take
some time to think about who you are, who your company is, what you offer
and how you wish to be perceived. Do you position yourself as the
prospect’s partner or their client? Is your delivery strictly
professional or more relaxed?
If you approach is more casual, you might try, “Where
do we go from here?” However, if you prefer a more formal approach, you
might try, “Let’s sit down and process these documents today, and the
service will be effective tomorrow.”
Consider
how you wish to be perceived; then choose a clincher that illustrates that
ideal.
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