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At the conclusion of your presentation ask for the order. It is surprising how many salespeople make a nice presentation and never call the client to action … the action of approving the order.

Keep it casual and low key. There is already enough stress, which is only heightened if you use words like signature, contract, or agreement. Try words like: “So with your approval we can get started with the campaign as outlined,” and hand the client the signature page of your proposal and a pen.

The difference between being close to getting the order and closing the order can simply be asking for the order.

Source: John Potter, RAB





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