Chapter 10, It is OK to ask for the order

In this step you may see the benefit from your work in step 1 to 6:

• You prepared well and established report with the customer.
• You listened carefully and learned observed which features and benefits are appealing to your customer
• You made the case that you can solve the problem
• And you circled back to query for more information.

The last step is not magic, just ask what your customer thinks and if you can prepare a final quote. If you do get objections, you know what to do: just circle back to Step 3, Discovery again. Alternatively, keep the contact open and conclude that this is not the right moment for doing business together. Your goals in this step will be:

• How can i ask for the order in a way that is congruent with our collegial sales model?
• How do we finalize our commitments to each other in a professional way?

Key points

• If you have done the first six step OK, closing is the easiest step
• Closing is a series of commitments
• When you solved the problem, you earned the right to close
• Closing creates anxiety for the seller, Buying creates anxiety for the buyer.
• If you get into trouble in the middle of a close, circle back to discovery again.
• Remember the three R's:
  • Recap all your agreements
  • Review the benefits to the customer of the decision made
  • Reduce into writing