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Remember the ABC's of sales..."Always Be Closing." Throughout the process of presenting your products and services to a new prospect, and once you begin to establish value, then start to test close. Once the prospect is showing positive buying signs, and appears prepared to move forward with the purchase, then start closing. If you continue to ramble on, there may be some things about your products or services that raise more questions or objections, so then the prospect may hesitate and resist, and hold off for now. Now you have opened up a can of worms. You may have just talked a potential client out of buying. You need to ask closing questions and "shut up." For example, "Mr. Jones, do feel that the larger or smaller version would be a better fit for your needs. After asking this closing question, shut up. Why is learning to "shut-up" so important? When you ask a closing question, how long should you hold your tongue? 5 seconds? 10 seconds? What if after 20 seconds, the prospect still has not responded? Well then, shut up. Silence, focus and concentration should last up to 30 seconds. By the way, that's the most uncomfortable and painful 30 seconds you'll ever endure. But guess what? You asked them a question now it's their turn to talk. If there is still no response whatsoever after 40 seconds, then I guess you should check their pulse, or wake them up so you can complete your "dynamic" presentation. Learning to endure at least 30 seconds of total silence during a presentation is a skill that must be learned. If you do not learn this vital technique you will lose deals. Remember - Shut Up. If you talk first, you lose. If your prospect answers your question, you win!