When closing ,we ask a customer to make a decision to buy your product. The problem with a direct close is that it makes it easy for the customer to say no. I like to use a softer trial close by using the words "in your opinion." When I think I've uncovered the customers problems and offered a good solution for them I ask this question to gauge the customer's readiness to buy: "In your opinion, do you think running (recommended product) would help you (solution to their problem)." If they answer in the affirmative you can move on to an assumptive close "Well then we just need to do the paperwork." If they aren't sure you can ask them about their concerns and continue your fact finding until you have a solution they will like. By asking for their "opinion" you don't prompt the solid "no" which can bring the call to an end.
Keep Smiling, Keep Selling!
Thanks
Jim Busch
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