Dartnell's Professional Selling Series- Do You Have Any Objections? Your Guide to Turning Buyer Resistance Into Sales

Dear Sales Professional,
Ask professional salespeople to describe to you exactly when
they start to close a sale and you’re likely to hear.
When everything is just right
When I sense that it’s time
When I get buying signals
I can’t explain it. I just know
For these individuals, closing the sale is so automatic, so second
nature, that they no longer give it much thought. It just happens.
For others, it’s not that simple. They must be more delibrate
with the selling process — they have to think about each step, from
saying “hello” to getting a signature on the order form. For these
salespeople, this book is a gold mine.
All salespeople, new and experienced, will benefit from the
combined wisdom of dozens of highly successful salespeople, sales
managers, sales trainers, and others who have contributed ideas
taken from their own experiences.
It’s impossible to discuss closing the sale without talking about
the entire sales presentation and interview. Why? Because closing
is so intertwined with all other aspects of making the sale and can
come at any time during the sales process. To make the point, consider
the salesperson who, upon walking into the customer’s office
hears, “ I knew you were coming today and have decided to purchase
a very large quantity of your product. Here’s the order!”
The salesperson didn’t even have time to say “hello.”
That’s what you call an early close. While this example is a bit
unusual, it does happen and points up the fact that closing should
not be, and in fact cannot be, considered in isolation.