Every sales person will need to know about a sales closing technique known as multiple closing. This is where during your presentation you will make a series of trial closes, at each point you need to determine if this is the point at which the buyer is ready to give you the order.
In this type of sales closing technique if you initially get a negative response take this as a step closer to getting a yes, it means the buyer is still not ready. So find out what the objection is, overcome this by a ‘what if’ method and trial close again – You may have to do this 6-8 times during your presentation.
You can never close too early if the time is right go for it even if you have not completed your presentation. So if you can see your buyer giving buy signals after a particular point in your presentation do a trial close. Certainly when you get to the end of your presentation this is an obvious point to trial close and a critical point to overcome objections.
So just remember a No is only a step closer to a yes!
Writer of e-book on Closing Techniques available only on http://closingtechniques.com