You have reviewed your prospect's needs or wants, and received agreement that those needs and wants still exist. You've presented strategies that meet those needs or wants, and illustrated your solutions by pointing out benefits that meet your prospect's dominant needs or wants. You've done all that you can do.

You have earned the right to ask for the sale. Although your prospect may not show it, he or she knows you are going to ask for action to help solve his or her problem.

There is no automatic point in your sales presentation where presenting solutions ends and closing begins. Be alert for closing opportunities, and watch for buying signals. Questions about cost or benefits are good buying signals. Of course, body language and facial expressions can also signal an opportune time to close.

As we mentioned earlier, your close is built on the trust, confidence and rapport that you have developed through the meetings. In addition, your enthusiasm and motivation are very important at this critical juncture.