|
The question often arises about the right time to close a sale. In my opinion, the right time to close a sale, although it varies with the prospect, occurs when you feel the pros- pect yielding and know you can take an order. If the right time arrives in five minutes, seize your opportunity by clos- ing the sale. If it arrives in an hour or two hours or three hours, follow the same procedure. Do not linger and over- stay your time, and by all means do not talk yourself out of an order that you have already obtained. Orders can be can- celed right in your presence, and you do not want this to happen. As you conduct the sale, watch for signals; every now and 92 HOW TO CLOSE A SALE then either ask for the order or make a suggestion leading in that direction. My friend, Harold Lannamann, one of America's greatest salesmen, has sold enough carpeting to stretch half way around the earth. He says: "I have never asked for an order in all my experience. My contention is that when I have done a good selling job, there is no need to ask for the order. It automatically takes care of itself." Edith Smith, a leading saleslady in the Wanamaker Store, Philadelphia, says: "If we approach our customers with a sincere interest, they will respond in a like manner. They will be ready to buy what we have to sell, and will return to us again and again—a happy customer will become a steady one." |
|||
|
