Page 148 - Paulisms: Gold Nuggets for Small Business

You get the customer talking by asking questions and building a rapport. What we are doing here is taking control and adding value. Slowing the process down. Getting the customer involved in the sale.
Always remember that you must add value to anything you’re selling. Don’t answer people’s questions right away; respond and probe and take control of the conversation.
Selling is a process and a system. I had systems for selling the various products and services. Follow your proven and tried system and the closing of the sale comes naturally. Close by using a simple phase like, ‘When are you thinking of doing something Mrs Jones?’ This brings things to a head with a genuine response from the customer. More detail of how to close could be a whole other book!
You have spent so much time, energy and money getting to this point. You must ask for the sale. You have done the hard yards and built up perceived value to this point by following a system and process.