{"id":6317,"date":"2010-07-29t07:43:45","date_gmt":"2010-07-29t11:43:45","guid":{"rendered":"https:\/\/48e130086c.nxcli.net\/?p=6317"},"modified":"2024-11-19t21:35:34","modified_gmt":"2024-11-20t02:35:34","slug":"how-to-close-a-sale-the-four-corners","status":"publish","type":"post","link":"\/\/www.g005e.com\/2010\/07\/29\/how-to-close-a-sale-the-four-corners\/","title":{"rendered":"how to close a sale: the four corners"},"content":{"rendered":"<p><strong>they don&#8217;t teach sales in accounting school. <\/strong><\/p>\n<p>but every practicing accountant should know the four basic closing techniques.<\/p>\n<p>you&#8217;re probably doing some or all of them already. but it&#8217;s handy to keep them in mind, nevertheless. they are the basic approaches that make up the four corners of the close.<\/p>\n<p><strong>1. straightforward close<\/strong> &#8212; the most direct closing method is to simply ask if the prospect is ready to make a decision and, if they are, how they feel about awarding the business to your firm. this method can make some people, especially those new to selling, uncomfortable. but the prospect may be expecting it.<!--more--><\/p>\n<p><strong>2. reverse close<\/strong> &#8212; with the reverse close method, you ask a question that you hope elicits a &#8220;no.&#8221; for instance, you may ask, &#8220;can you think of any reason why you wouldn&#8217;t want to go ahead?&#8221; if the answer to this question is &#8220;no,&#8221; you can move on to the straightforward close.<\/p>\n<p><strong>3. trial close <\/strong>&#8212; ask something like, &#8220;can you tell me the likelihood of your firm moving forward on this engagement with us?&#8221; based upon their reply (and potentially some verbal and non-verbal cues), you may need to go back into handling objections or perhaps make a straightforward (or even assumptive) closing statement.<\/p>\n<p><strong>4. assumptive close<\/strong> &#8212; presume that the business is already sold. first, ask an open-ended question to uncover any further issues and the prospect&#8217;s thoughts about moving forward, as in the trial close. if no issues are raised, then try something like, &#8220;we can begin monday or the first of the month. which would you prefer?&#8221;<\/p>\n<p style=\"text-align: right;\"><em>h\/t convergence consulting<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>they don&#8217;t teach sales in accounting school. but every practicing accountant should know the four basic closing techniques. you&#8217;re probably doing some or all of them already. but it&#8217;s handy to keep them in mind, nevertheless. they are the basic &hellip; <a href=\"\/\/www.g005e.com\/2010\/07\/29\/how-to-close-a-sale-the-four-corners\/\">continued<\/a><\/p>\n","protected":false},"author":17,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_relevanssi_hide_post":"","_relevanssi_hide_content":"","_relevanssi_pin_for_all":"","_relevanssi_pin_keywords":"","_relevanssi_unpin_keywords":"","_relevanssi_related_keywords":"","_relevanssi_related_include_ids":"","_relevanssi_related_exclude_ids":"","_relevanssi_related_no_append":"","_relevanssi_related_not_related":"","_relevanssi_related_posts":"","_relevanssi_noindex_reason":"","footnotes":""},"categories":[5],"tags":[494,79,216],"class_list":["post-6317","post","type-post","status-publish","format-standard","hentry","category-outlook","tag-development","tag-marketing","tag-sales"],"acf":[],"yoast_head":"<!-- this site is optimized with the yoast seo plugin v23.7 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>how to close a sale: the four corners - 卡塔尔世界杯常规比赛时间<\/title>\n<meta name=\"description\" content=\"actionable intelligence for tax, accounting, and financial professionals\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"\/\/www.g005e.com\/2010\/07\/29\/how-to-close-a-sale-the-four-corners\/\" \/>\n<meta property=\"og:locale\" content=\"en_us\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"how to close a sale: the four corners - 卡塔尔世界杯常规比赛时间\" \/>\n<meta property=\"og:description\" content=\"actionable intelligence for tax, accounting, and financial professionals\" \/>\n<meta property=\"og:url\" content=\"\/\/www.g005e.com\/2010\/07\/29\/how-to-close-a-sale-the-four-corners\/\" \/>\n<meta property=\"og:site_name\" content=\"卡塔尔世界杯常规比赛时间\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/cpatrendlines\" \/>\n<meta property=\"article:published_time\" content=\"2010-07-29t11:43:45+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-11-20t02:35:34+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/02\/cpa-trendlines-logo-square-e1467216200269-1.png\" \/>\n\t<meta property=\"og:image:width\" content=\"200\" \/>\n\t<meta property=\"og:image:height\" content=\"136\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"卡塔尔世界杯常规比赛时间 research\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@cpa_trendlines\" \/>\n<meta name=\"twitter:site\" content=\"@cpa_trendlines\" \/>\n<meta name=\"twitter:label1\" content=\"written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"卡塔尔世界杯常规比赛时间 research\" \/>\n\t<meta name=\"twitter:label2\" content=\"est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"1 minute\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"article\",\"@id\":\"\/\/www.g005e.com\/2010\/07\/29\/how-to-close-a-sale-the-four-corners\/#article\",\"ispartof\":{\"@id\":\"\/\/www.g005e.com\/2010\/07\/29\/how-to-close-a-sale-the-four-corners\/\"},\"author\":{\"name\":\"卡塔尔世界杯常规比赛时间 research\",\"@id\":\"\/\/www.g005e.com\/#\/schema\/person\/70003c21b905f4c1c310d3b42f1b2149\"},\"headline\":\"how to close a sale: the four corners\",\"datepublished\":\"2010-07-29t11:43:45+00:00\",\"datemodified\":\"2024-11-20t02:35:34+00:00\",\"mainentityofpage\":{\"@id\":\"\/\/www.g005e.com\/2010\/07\/29\/how-to-close-a-sale-the-four-corners\/\"},\"wordcount\":280,\"commentcount\":7,\"publisher\":{\"@id\":\"\/\/www.g005e.com\/#organization\"},\"keywords\":[\"development\",\"marketing\",\"sales\"],\"articlesection\":[\"outlook &amp; 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