After you have done the difficult part, which is really prospecting, then you need to close, which is not as hard but is the most important step. The final close happens when you ask your prospect to make a decision. One problem people sometimes have is they go on way too long without going to a final close and so they lose the sale. If it is difficult to tell whether or not your prospect is ready for the final close, one effective method to find out is to ask a "Test Close" question such as: "How are you feeling so far about our business opportunity?" or "How are you feeling so far about the Product or service?" or you could simply say "I am going to do a general temperature check. On a scale of one to ten, with ten being you are red hot about our business opportunity, how would you rate this opportunity?" If your prospect hesitates, then you can easily draw out any concerns by asking him or her, "Are there any other concerns or questions you have that would keep you from signing up as a Rep with us today?" or "Are there any concerns you have about starting Rocky on our Product or Service?" If your prospect has a concern or question, then address it at that time. If a prospect says he/she is interested, but the tone of their voice is somewhat flat, simply say "Grab a pen and take a look at my web site. If it's something you're interested in, give me a call If your prospect tells you he or she is feeling good, it's time to do the final close and ask for the sign up or for the sale, depending on what your pitching.

You just have to ask -- the primary reason why customers do not buy is that they feel they were never asked. In reality, you should always be closing. All and all, there is nothing particularly magical about closing, but it does take practice -- the more you do it, the more comfortable and confident you will become! If you keep practicing, closing will become second nature to you. Believe me, you definitely do not need to be Zig Ziglar to master closing, you really just need to adhere to several principles. Please note that some of the information from this article and the previous sales article on this website was taken from "Sales Closing for Dummies" by Tom Hopkins, an expert in this field. This is a must read for all!