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Closing
a deal is an art. Make sure your sales team asks a closing question and does
not just end with a script or presentation. This gives your customer a sense
of authority.
Remind
your sales team to wait for the answer before closing. Prospective customers
send important messages to the well-trained salesperson.
Train
your team to pay attention to nonverbal clues of displeasure and pleasure.
These are opportune moments to relieve customer concern or excite them.
Some
nonverbal clues worth watching:
-
Touching
or handling the product. Testing or trying the product
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Smiling,
laughing or becoming more relaxed and friendly
-
Increasing
eye contact with the salesperson
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