Ask for the Business

Closing the business requires asking for the order. Customers by nature will not say, “I am selecting you for this project.” They will, however, give you clues to the correct timing. Remember, if you have qualified correctly and established a good consultative relationship, you can close at any time during the process. All you need is enough yes responses on your check-ins. Listen for the tone of the yes responses as well; make sure it’s a yes of assent, not just to get you off the phone.

When a customer says any of the following comments, go for your close:

• “That sounds good.”

• “I like the ideas that you are sharing.”

• “Maybe it is time for a change.”

• “This is the best solution I’ve seen so far.”

You’ll still need to ask for the business, though, in order to get it! So, you need to respond with one of the following statements:

• “It sounds like we have the solution for you. Are you ready to place the order?”

• “Based on what you’ve told me, we have a great match. Let’s get started on the agreement.”

• “Sounds like you are ready to go. When do you want to take delivery?”

• “I like what you’re telling me. What do you need from me to get going on the implementation?”

The customer may be ready to buy, but you can still expect the possibility of negotiating a few of the final details on the phone call.