Control, commit, close, cooperation, communication and more tips to help you suceed.
Commitment. Obviously, if the customer is unwilling to make a commitment, there is no sale. One of the biggest problems people have in a sales situation is that they tell the customer everything there is to say about the product and the only commitment they ask for is the final commitment to buy. Actually, a sale is a series of small commitments made one at a time. Try talking about a feature and benefit of the commitment, then ask the customer for some feedback. Then talk about another and ask for more feedback. Often, when you obtain small commitments (that is, agreements regarding the benefits of a product) as you go along, you never will have to ask them to buy. They'll ask you.