Asking for the order

Ziglar's starting point: many sales are lost simply because the seller never asked. Closing is not a trick at the end; it's the natural conclusion of a good conversation.

Trial closes

Throughout the conversation, test readiness with questions that don't demand a final decision: "How does that sound so far?", "Would this work for your team?" Their answers tell you whether to keep exploring or move to commitment.

Classic closes, used honestly

• Assumptive close: speak as if they'll go ahead, once the signals are there. "Shall we start on the 1st or the 15th?"
• Alternative-choice close: offer two yeses instead of yes/no.
• Summary close: recap the problems they shared and how each is solved, then ask.

Gitomer's view

Gitomer argues that if you've earned trust and shown value, you don't need tricky closes; you need to ask a simple question and then be quiet.

Apply it: Real estate (houses and apartments)

Your product: a two-bedroom apartment in Vake. Your buyer: a couple buying their first home.

Write three trial-close questions and one summary close for your product. In the next practice call, ask for the order and count five seconds of silence after.

Study plan (40 min)

• Read: 20 min
• Written exercise: 20 min

Based on

• Secrets of Closing the Sale (Zig Ziglar)
• Little Red Book of Selling (Jeffrey Gitomer)