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The close is often described as asking the hard question: 'may I have your business?' You can however, take steps to make sure that your customer is the one who says: 'can I have your product?' Here are a few suggestions, which will help you make the selling process easier:

Qualify your potential customers
The people who walk through your store should be carefully selected as potential customers. They should be people who either need your product now, or will do so in the future. They should be people who have used your product before, or have an interest in it. Drawing crowds of people who have no use for your product is a waste of your time and resources;

Find out what your customer needs right now
You can never propose to meet a client’s needs without knowing certain information. Prior to offering a solution, you need to find out what your prospect’s current problem is (what she needs) and how she proposes to solve the problem. On the surface, this seems obvious enough. However, in our eagerness to sell a product, sometimes we overlook this step. Once the potential customer is through the door, we start enumerating all the things our product can do.

In order to understand what your customer needs, you should speak less and listen to what your customer says. Ask questions to clarify several issues, but let your customer talk.

Match the needs with the product
Once you understand you customer’s needs, match the needs with an appropriate product. Demonstrate to your customer that you understand what her problem is, and then present a solution. When you discuss the product you are offering, don’t just tell her what it can do. Show her the benefits of owning this product. Show her how this product will meet or even surpass her current needs.

Overcome Objections
When you discover one of the customer’s objections, show her how it is actually a benefit. For example, if you sell computer training, and your customer mentions that she heard that you have wait lists for most of your classes, show her that the waitlists are an indication of how popular your training institution is.

Never ignore an objection. If you do, the customer who wants your product, but needs to convince herself that she is doing the right thing may very well use that excuse not to buy. The next guy who overcomes her objection will get her business.

Value Added Features
The needs your customer first presented to you are the basics. To make your product more attractive, add value added benefits. Throughout your conversation, illustrate what value added benefits come with your product, illustrating that your product surpasses her basis needs.

Create a sense of urgency
You can often encourage people to buy the product immediately. Is your product very popular? Is it the last in your current range? Are you planning a price increase? Once your customer believes that she has to have your product immediately, give her the opportunity to say:’Can I have it now?’