Closing for a signature is sometimes difficult.

I use the assumptive close and just expect the customer to sign! Sometimes that’s all I need, but sometimes it’s not enough!

Not all customers are ready the first time you ask. When this happens, wait for some response from the customer before you proceed. There are many reasons why they may not be ready. Most of the time the answer is in the information that you gathered in your warm up or in your presentation. Go back over the issue and ask again!

You can probably ask for a signature three times before you have to let the customer off the hook! Acknowledge that they are not ready and make an appointment for another time to discuss the issues preventing them from signing.

I’m Ric Giumenta. You can have a good day or a bad day. It’s your choice. Make good choices.