You can be a great person to build relationships. But if your closing rate is low, it’s as good as losing your plot. Often, a salesperson struggle because (a) he is shy to ask for the client’s signature (b) he develops preconceived assumption about the prospect (c) he can’t sense the buying signal in the beginning Whatever the reason, the salesperson’s (Insurance Agent, Property Consultant, Furniture Sales Executive, Relationship Manager etc.) success depends on the total value of the agreements and the rate of closing. 1. Repeat the prospect’s requirements During the selling process, you need an excellent listening ear. Hear the prospect’s buying signal carefully and write down, so that you remember. Usually, the same words and sentences are mentioned a few times – for instance, he likes things that are convenient. When closing comes, bring out similar phrases and wordings (i.e. convenient) again. Most of the ......