An essential criteria of being a successful salesperson is the ability to close a sale effectively.

The final close happens when you ask the prospect to make a decision. Selling and marketing are actually two separate things completely.

Closing is essentially a process rather than one particular action at the conclusion of a presentation.

Tips for Closing a Sale

• Move toward the closing step by step
• Examples: 3-way call; visit website; lunch meeting, free trial of product or service
• Move through the process thoroughly, but do not drag
• Ask questions, e.g., "How do you rate this opportunity?"
• Or ask "Are there any concerns you have?"
• Answer all questions; if you do not know the answer, say so, and make a note to find it.
• Be comfortable and relaxed; if you need rehearsal time, rehearse before your meeting. Don't practice on a client.
• Ask for the sale. After all, most prospects are talking to you because they are interested in what you have to offer.