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hi I'm Mike Krauss with sales sense I'm going to share with you today strategies tactics and tools to help you increase your sales I get this question all the time Mike I can't close I can't close I can't close I've tried everything I've tried everything and what I've studied over time with coaching thousands of sales professionals is the following number one do you want know the reason that they you don't close well I figured this out too and that's through observing a lot of salespeople including myself over time and here it is you do not ask for the clothes you don't ask for the business I've seen so many times on sales calls that I'm observing all of a sudden there'll be like well I guess we're all set nice meeting you here's my brochure and out the door they go well that's really not why the company's paying you to run around delivering what I call UPS or FedEx you're not in the mail delivery service so the first thing I want you to start practicing on your next sales call is ask for the close and one thing that you can do which I refer to as an A or B close is the following if you have an option to lease or bu or if there's monthly verse yearly or if there's an A or B there's two choices the following is a great close to just seal it up at the end after you presented you've listened to them you've taken good notes you clarified your solution based selling or consultative selling your your whole thing is coming together one powerful thing is do do would you like to own or lease would you like to rent or own would you like to pay that up front or monthly now what the prospect is going to do is answer your question if you don't talk so what you want to do first is make sure that you know what clothes you're going to use the A or B let's just go back to leasing or owning so Mr Merchant or Mr Prospect would you like to lease or own silence wait and wait and wait in fact I've waited up to 25 minutes one time in a sales call um in a huge boardroom and he broke and I said okay let's go so but if I didn't give him time to reflect on that conversation and make that decision prospects want to make that decision let them make the decision you just Tee It Up hi I want to lease or own they say lease great let's get started so I hope that's helped you number one ask don't leave the brochure and go out number two use the a A or B cloth A or B lease or own I hope this has helped you I wish you good luck on your next sales call thanks for listening and register at our newsletter at sales sense solutions.com