Article Link: http://exchangepress.com/article/getting-to-yes/5015806/
If you climb a flight of stairs, but do not take the last step up, you have spent a lot of effort to get to the next level, but you don’t actually get there. Closing the sale �" asking your qualified prospects to visit your center or to enroll �" is like the top step on a flight of stairs. If you do not take the final step in the inquiry call or visit, chances are good you will not reach your enrollment goals.Closing is one of the most neglected or mistreated techniques in enrollment building. Yet those directors who close well consistently convert more calls to visits and visits to enrollments than those who educate their prospects well, but who do not ASK them to take action. YOU MUST ASK OR YOU ARE NOT CLOSING.
Some directors don’t ask closing questions because they feel it’s too pushy. Others are not confident in just how to ask. Some expect the prospect to take the initiative. Others just feel uncomfortable with that part of the enrollment building process.
One of the best ways to gain comfort and confidence in asking prospects to visit, and then to enroll, is to think of what “selling” ...