In the presentation you lead your prospect step by step through the successive stages of conviction to the point of desire. Right there is where the order is yours for the taking. But to get it you’ve got to take it.
There’s no secret about being able to tell when your prospect feels kindly towards your proposition. Watch the prospect closely. And the minute they begin to sway your way you can tell it just as surely as you can feel heat and cold upon your body. And that minute is the right time to try to take the order.

Stop selling and start closing.

Right here I want to make a distinction: a big one.
There’s a distinct difference between asking for the order and trying to take it.
The salesperson that asks for orders says, “Do you want this?” And in doing so the sales professional does two things wrong.
First of all, it invites a negative answer, and makes it easy for the prospect to say “No.” Secondly, a definite “No” to a question of this kind can end the meeting. A decision has been passed; you’ll have a real job trying to get your listener to reverse it.
Here is the right way to try for the order. When you feel that the time is ripe, act just as if your prospect had verbally said, “Yes”.
Start discussing terms, details of delivery, or something that comes after the order is placed.
There are so many closing techniques, and I will give you here on my blog an example or two, like Alternative Choice Close or Assumptive Close, but more important message I am trying to send here is this one:
never forget to ask your customers for the order. Never.

As an illustration, you’re selling a new organic breakfast cereal to a grocer. You’ve made your talk; you feel that the grocer is ready to buy. Instead of asking the grocer to purchase, you take it for granted that the grocer is going to and swing right into the details of taking the order just as if the grocer had verbally said “Yes.”
You’re making it hard to say “No.”
In the full realization that a fifty boxes order would be a large one for the one you’re talking to, you say, “You’ll want at least a hundred boxes, won’t you?”
Now if he is ready to buy, he’ll come right back with “No, I will only use forty boxes at a time.”
If he’s undecided: half for and half against – your suggestion as to the quantity – the mention of one hundred turns his mind from the question of whether of buying or not to the amount the grocer will purchase.
Do you see what that method of procedure does? It gracefully and easily passes the decision point, and moves you right down to actually taking the order.

On the other hand, suppose your judgment was wrong; suppose your prospect is not ready to purchase.
If you had come right out and asked for a definite decision you would have received a “No” and that would have pretty near ended the matter.
But a “No” to the quantity question does not mean an adverse decision to the entire proposition. It leaves you free to pick up your selling argument again and reinforce your statements until your prospect is ready to buy.