Closing is the fifth step and most important step in the sales process .Closing is a sales term which refers to the process of making a sale. The sales sense springs from ready to buy signals, where closing is the final step of a transaction. In sales, it is used more generally to mean achievement of the desired outcome, which may be an exchange of money or acquiring a signature.
Ready to Buy Signals:
Asking about availability
Asking specific questions about rates, prices… etc
Asking about features, options, quality or warranties
Asking positive questions about your product/service
Asking for something to be repeated
Making statements about problems with previous vendors
Asking about follow-up service
Requesting a Sample or Demo
Asking about other satisfied customers
Techniques that help prospects make the decision to buy:
Give prospects the opportunity to say yes by asking closing questions
Offer an added service, such as delivery
Offer a choice
Offer an incentive
Don't give up too soon