call to action
July 27, 2010Sales professionals need to close conversations with prospective clients with a "call to action", one expert has said.
Reinforcing the sale before saying goodbye is a key closing technique that should not be overlooked.
Without asking for the business, some clients might not even realise that they have been approached for a sale, Celine Rouge explained on the Web Working Daily blog.
Comparing the difference between the hard sale and soft selling, she said that both techniques need to end on a similar note.
"Whatever approach you use, there's one thing you should always do at the end: ask for the order," she wrote.
"From a simple 'Will we be working together on this project?' to the more overt 'Buy Now!', there should always be a call to action at the end to indicate the start of a working relationship. Without it, your approach won’t even count as 'selling'."
Scott R Sheaffer recently wrote on his Sales Vitamins blog that now is the time to deliver complex presentations to customers in order to present long-term ideas and close deals.
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