Closing Checklist

Before you even think about asking for the sale, ask these questions:

	Am I fixated on closing versus letting the customer tell me when to ask for the business?
	Has need been established?
	Do I have a qualified buyer?
	Has the buyer's needs been stated?
	Have I demonstrated how I can fill those needs?
	What are the barriers? Have I offered solutions?
	Has a clear vision been established of how the problem can be solved through my capabilities ?
	Have I consistently converted objections to opportunities?

Most importantly:

Have I provided an airtight value proposition (have I demonstrated that what I am offering has more value than the investment I am asking the customer to make)?

AHA

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Last modified: Saturday October 22, 2005.