Ask any sales professional if there is an area in which he/she could improve and "closing" is consistently offered as one of the most common answers. But it's not that difficult, in fact, it's as simple as this; open properly, sell properly and the deal will close itself.
There are many closing options and styles out there and there are times where you may have to try a "trial close or an assumptive close" but if you follow the true consultative sales process, the likelihood of success is greatly enhanced and closing in the traditional sense is effectively eliminated.
When you establish a relationship based on integrity and trust and provide the prospect with a compelling, logical argument to buy your product or service, they (the prospect) will actually consider the close on their own. They will be considering a purchase even before you ask “where do we go from here?" or "what do you see as the next steps?"
So.........how is this accomplished?
Open properly by showing the prospect that you are truly interested in their business and willing to partner with them. Have an opening statement that will set you apart from the competition and convince the prospect that you are not there to waste their time. Position yourself as a professional right from the beginning and ensure that the prospect understands that you are there to sell value and solutions. By opening properly, you will gain the confidence and trust of your prospect and the opportunity to work together to find the most appropriate solution for your prospect.
Sell Properly by involving the customer in the consultative selling process.
Ensure that the customer understands that you are there to work with and for them by providing a solution to their problem. Ask questions to clearly identify their explicit needs (customers will always tell you what they WANT but it may not necessarily be what they NEED). By asking good solid probing questions about their business, you will derive their exact needs and success criteria. Assemble a compelling and logical argument by correlating your features and benefits to the identified needs. While your product and/or service may have many features and benefits, use only those that pertain specifically to the selling situation. As tempting as it is, it makes no sense to waste your time or the customer's by talking about things that have no impact on the decision.
After completing these steps, there is a high probability that the customer will be considering the close on their own. You may need to nudge them forward but the likelihood is that they will ask you "what do we need to do to proceed"?