I was selling employment testing material that was based on the teachings of a well-known sales trainer. The question that brought the most conversation was about closing. How do you ask for an order? When someone says I'll think it over, do you become the nice customer service type that says "fine, call me when you're ready" or do you go for the throat and say "what is there to think about?" You know the first response is totally wrong and the second, which is the suggested answer, will probably turn the customer off. You try to say it nicely but at this point it's likely he's not going to say much more. What did I do? I said gently and with a smile in my voice, "Mr. Customer, could you think out loud so I can hear you?"
I must tell you, I did not expect the response I got. He laughed heartily and said he could do that. He proceeded to tell me his reasoning and I proceeded to answer all his objections. We were both very relaxed; he purchased my product and congratulated me on my question and my closing.
There's an old adage that says, "A smile given to another can make the difference in their day and yours too."
Needless to say, I decided selling could be fun. I did not go back to boring bookkeeping and now that I've retired, these words ‘could you think out loud so I can hear you' are my present to you.
Related Articles
Close More Sales by 'seeing' the Window of Dissatisfaction
By: Craig Elias | 04/06/2008 | Sales
It is easier than you think to close more sales.
When you appear in front of a buyer at EXACTLY the right time you end up with a higher close ratio, a shorter sales cycle, and sell at a much higher price.
This article describes a unique selling window that will have you showing up in front of highly motivated customers at EXACLTY the right time.
You Too Can Work From Home
By: Louis Lautman | 18/05/2007 | Home Business
Would you like to have more freedom in your business? Would you like to spend more time with your friends and family? This artice will show you how to set up and sustain a thriving home based business.
Be a Marketing Sales Ambassador
By: Jody Gabourie | 01/07/2008 | Business
If marketing is all about fostering a relationship, then how does selling fit in? First learn to change the way you view selling, and then successfully market and sell your services and products by beginning to view yourself as sales ambassador for your company and for yourself.
Be a Sales Superstar on the Phones
By: Carolyn McFann | 03/04/2007 | Sales
Tips by a proven top telesales professional with consistently superior conversion and stats. Learn how to sell like a superstar, by listening to the customer over just doing things "by the book".
The Insiders Secret to Massive Sales on Ebay With No Product or Delivery
By: Chris Haycock | 22/08/2007 | Internet
How to make a killing on eBay without ever holding any stock, touching a product, or making any deliveries.
Learning From Your Competition
By: Obinna Heche | 25/04/2008 | ECommerce
It is easy for business owners to visit the competition and point out everything they are doing wrong. For one thing, what they are doing wrong is only in your opinion and how it contrasts with how you plan to do things.
What CRM Software Does for Business
By: Dave Roth | 18/01/2008 | Communication
CRM software can do a great deal for any business which a person owns as well as the salespeople who work at it. Unfortunately, most people do not realize how important CRM software is, so they fail to use it.
Target Your Sale to One Customer
By: Arlin Audrain | 12/05/2008 | Internet
Success comes by selling your product to one customer at a time.
Got a Question? Ask.
Ask the community a question about this article:
Frequently Asked Questions
Quiero vender una casa y la persona quiere que le ...
By: Raul | 04-07-2008
Quiero vender una casa y la persona quiere que le envie una carta constando que le vendo la casa y el precio.Podria tener un ejemplo. Gracias
Help me
By: Faisal | 28-06-2008
salam i m faisal 4rm saudia and belong from pakistan i want to credet card gold .my pay in saudia 68600rupees pakistani.so pleaseguaide me whats u required paper so i send u byfax or e.mail bcoze i take intrest ur banking .my nomber .00966501834620.khawaja faisal azazfrom jazan proffession IT.3 YEAR OLD I LIVE IN SAUDIA .please replyme by must .my e-mail,faisalazaz987@yahoo.com thanks alote and i proude ur banking .god help us
Firefox
By: Kibbutz | 20-06-2008
What are the advantages of the new Firefox browser (please don't get technical)?
Free professional power point templates
By: amitre | 19-06-2008
where can I find free professional power point templates for download?
I work as software engineer. Can I build my own web site without being fired?
By: Ranimi23 | 16-06-2008
I am going to open my own web site and also write there a column, but I'm afraid my boss won't like this hobby. It will be a big application and I will need to work on it on my spare time. I like my work and I like also to program outside my work. Can I do that or it will be talking a big risk?I don't want to hide this web site, because I do believe it will be a great success, I just don't know if this collide with my work. I do progarm web sites at my work, but not like what I am planning to do. This web site may be some day a real company, I don't know what will happen but I love the idea of doing it. Please advise how to behave. I do know big companies started from people who had worked while they started their own thing.
Where can I find free power point templates ...
By: amitre | 15-06-2008
Where can I find free power point templates (professional business templates)?
Q&A Powered by:
Latest Business Articles
The Basics of Creating a Filing System That You Can Benefit From Starting Today
By: Tracey Lawton | 19/07/2008
In my brand-new article, I'm going to share with you 7 easy steps for getting your filing system in place. The summertime is generally a quieter time with a more slower pace of business, so use this time to get one of your core office systems in place.
The 9 Things You Will Want to Include in Your Email Newsletters
By: Katrina Sawa | 19/07/2008
You probably get numerous newsletters across your desk each month. How many of those do you really read? I am sure that you scan certain newsletters for valuable information, while you just toss others. Then, of course, there those like mine (chuckle), which you read every last word of.
How to Establish yourself as an Expert
By: Katrina Sawa | 18/07/2008
Establishing yourself as an Expert in your field is a great way to get added exposure, publicity and credibility for you and your business which will ultimately bring you more sales and more money!!
Women Owning the Workplace: Tips to Guide Female Entrepreneurs
By: Melissa Mashtonio | 18/07/2008
Women are taking the business world by storm, and it doesn't look like they're backing down. According the Womenentrepreneur.com, women-owned firms are the fastest growing in the country. Women are looking beyond the traditional roles and moving ahead to a new role: entrepreneur. This does not necessarily mean women are...
Getting Ahead in the Construction Industry
By: Duncan Freer | 18/07/2008
With new regeneration and Government housing targets, the construction industry is facing the toughest challenges yet. With new projects in commercial and residential developments, growing pressures for sustainable and low impact development and the need for low cost housing, better and faster results are being expected from everyone involved in...
Getting Ahead In The Rail Industry
By: Duncan Freer | 18/07/2008
The rail industry is a greener alternative for travel than any other method at the moment, and as a result is beginning to see an increase in investment and public interest. With the Government and business regulators placing such a huge emphasis on offsetting personal and private carbon emissions it...
Getting Ahead in the Utilities Industry
By: Duncan Freer | 18/07/2008
The Utilities industry is currently facing rapid change and is having to adapt to the many new demands made on it by existing and potential customers. Once dominated by state-run monopolies, the utilities sector of the twenty first century is shifting to respond to emerging competitors who are increasingly savvy...
Recessions Require Leadership From the Core!
By: Axel Meierhoefer | 18/07/2008
When things are going tough, leaders need to step up and deliver more than every. LEading fomr the core is what we need to succeed
More from Helen Robinson
Who's the First Person to Greet Your Customer?
By: Helen Robinson | 27/07/2006 | Business
Ralph Waldo Emerson said "Life is not so short but that there is always time enough for courtesy." I spent an interesting hour at the dentist's office yesterday and the time actually flew. I found it fascinating and almost entertaining watching the young woman at the front desk. I guess I'm accustomed to being greeted by a receptionist with a smile and an attitude that conveys ‘thanks for coming to see us, not them'.
Isn't It Interesting That You Are Never Bored When Your Head Is In The Refrigerator?
By: Helen Robinson | 10/07/2006 | Health
We all know the secret of staying slim is not to eat yourself into oblivion! But if you stay at home and do the same things everyday, you're going go be bored to tears. Monet Robier, a dancer/choreographer said, "Everyday there must be something I can't do, otherwise it's boring."
Shrimp & Egg Lovers Take Heart . . . Gurus Say, "They're Low in Fat and Good For You."
By: Helen Robinson | 21/06/2006 | Fitness
I love shrimp! I love eggs! I begged and pleaded, don't take them away from me. All these years the nutritional gurus have been telling us they're high in cholesterol and if you eat these two foods you will have a heart attack!
To the Salesmen Who Have Prejudged Me. . . . I Want You to Know the Costly Mistakes You Made
By: Helen Robinson | 19/05/2006 | Business
Salespeople who prejudge prospects based on appearances, the car in the driveway or the home they live in are missing out on some of the best clients. Having experienced this personally, I hope the two salesmen who decided I couldn't possibly be a buyer are reading this. They never knew how much they lost.
How About a "Natural High" Instead Of Those Mood Altering Drugs?
By: Helen Robinson | 14/05/2006 | Fitness
Researchers have found that exercise releases serotonin into the brain and creates a feeling of euphoria. If you can achieve a "natural high" a sense of well-being without the Prozac and the other depression drugs and do away with the serious side effects, why not try?
They Say "Look in the Mirror, Don't See Fat, See Beautiful!" That's Not Going to Make You Healthy!
By: Helen Robinson | 30/04/2006 | Health
Henry Ford said, "Whether you think you can, or you can't, you are usually right." If you really want to improve yourself, know that you can. You will not be dieting; you will be changing ingredients and giving in to some changes without turning your nose up before trying them.
I Pulled A Fast One on My Obese Husband - Now He's Skinny and Loving It!
By: Helen Robinson | 21/04/2006 | Health
Put his obese body on a diet but whatever you do, don't tell him....when he loses lots of weight and thinks he's dying some horrible death, tell him he's losing weight because of those tasty but healthy meals you've been cooking for him.
Do You Dare Throw Away the Script and Start a Conversation
By: Helen Robinson | 19/04/2006 | Sales
Stop the sales pitch and start talking and listening to your customer. "It's an amazing feeling, says Helen Robinson, when you feel the rapport, that mutual trust you're building with the customer."
Business 
