It’s amazing how many sales reps do a fantastic job at the first 4 steps but don’t ever even ask for the sale or if they do ask for it they give the customer an easy out right away.  Once again, if qualified properly the sales rep should feel good about the sale and expect the customer to buy.  The ability to close is what separates average sales reps from exceptional ones.  The old saying is you need to hear no at least 3 times before letting the customer walk.

The best way to handle closing the sale is the assumptive close.  In other words once you’ve overcome all objectives you precede as if they are going to be purchasing the phone, don’t ask, politely assume.  “Mr. Customer, it looks like we’ve answered all of your questions, have you thought about insurance and what accessories you’ll need?”