Always Be Closing. Simple statement but harder to carry out than one might think unless you approach every client visit with the right frame of mind. From the 22 Keys To Sales Success come Simple as ABC with some great reminders to take to the field....
"The primary rule in selling has been and always will be ABC: Always Be Closing. Unfortunately, some prospects identify ABC with pushy, aggressive, manipulative or offensive salesepeople.
Closing shouldn't be manipulative, tricky or based on a technique you apply at the end of a presentation. Closing should begin the second you qualify a prospect. It's an attitude you maintain throughout the selling process.
Sales are not closed for two reasons: Either the prospect didn't see the need to make the change, or the salesperson failed to explain the advantages of the product or service being sold.
You begin to close the sale the moment you open it. You're closing when you believe 100 percent in what you do and what you sell. You're closing by showing prospects a passion for what you sell. You're closing when you keep your word, walk your talk, and behave in a thoroughly professional manner.
You're closing when you ask intelligent questions to identify the specific ways your products or services will contribute to the lives of your prospects. You're closing when you listen, giving prospects the respect they want and expect. You're closing when you present expert solutions to the specific needs and concerns of your prospects."
In my experience, those that do the best in this business are those that are not affraid to ask questions, not just the basics, but the hard questions that need to be asked to really get in deep with your clients and actually have them share with you their pain and express some form of emotion. If your clients talk business with you on an emotional level, they are highly engaged in the sale and solutions that you bring to the table will be highly valuable.