How to Close Your Presentation

When I teach presentation training, one of participants’ chief concerns is how to close the presentation.

Sales trainer Steve Waterhouse has a great tip for closing presentations; he calls it the “Negative Direct Question” closing technique. Once you’ve reached the end of the presentation and most of the decision maker’s questions and concerns have been answered, ask, “Is there any reason we shouldn’t go forward with this?” If the decision maker says, “No”–which means “Yes”–everyone’s happy. You closed the deal.

If the decision maker says, “I’m not sure,” or “I want to think about it,” respond with, “May I ask why?” or “May I ask what you want to think about?” Once you get the response, you can begin to deal with overcoming the objection.

Waterhouse’s method is easy, and it works. Before your next presentation, practice asking a “negative direct question” in a mirror a few times until you feel comfortable with it. Then give it a try.




By Randy Siegel