A common mistake among salespeople is that they keep going with the salespresentation after the prospect has agreed to buy the product. There is nothing wrong with that, but do so after the contract is written! The moment the prospect say yes, the argumentation- and presentationphase is over. Take up your pen and paper and sign the contract.
What could happen if I don't you might ask. A lot of things could actually happen. Your client may get second thoughts, he may get unsure about the hole deal and decide that he has to think it trough or he could grow tired of youre endless babbling and wind up turning you down. If youre really unlucky a fellow co-worker of your prospect might show up telling him that he is urgently needed someplace else. That means you would have to book another meeting to get his signature..
You won't loose many sales this way, but every single one that is lost this way is totally uneccesary. Sign the contract as soon as you get a final yes, then you can ease the pace and show the prospect all those benefits youre product has that you already hasn't. No matter what may happen at this time dosen't really matter as the signature now is secure in your briefcase. Spend some extra minutes to secure the quality of youre sale and build thrust with you client. Rushing out the door as soon as you have the signature will make you look cynical and not with your customers best interest in mind.
