Although it does not make for a tidy initialism I subscribe to the practice of ABLL, Always Be Listening and Looking for the signs that your prospect is ready to buy.
In any consultative process, listening to your prospect is key and sales is no different. It may seem obvious to some. It is difficult to consult successfully if you do not know what the needs are.
You close when the prospect is ready to buy. That sounds simple enough, the rub is learning how to recognize when the time is right.
Many will listen for signals such as silence - no more questions as they have all been answered.
Another sign maybe in the language they use when asking questions about the product or service. Are the questions being posed as if they have already made the commitment to purchase?
No matter what the signal is, it will not be communicated until you have clearly articulated your ability to meet all your prospects needs with your proposed product or service offering.
When your thoughts turn to attempting to make the close, ask yourself once more: "Have all the needs been addressed?" If you have, it is time to close.
Good selling,
Richard
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Good blog, where did you come up with the knowledge in this piece of content? I’m glad I found it though, ill be checking back soon to see what other articles you have.
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Thank you @webdesignstore. Many years of practical experience and observation are examples of content sources.
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