Closing the sale? Suggestions?

Hello everyone,
I've just joined the group. I'd like your opinions on this please.

While I love working with clients, and I like dealing with prospects that approach me first and already know they want to have me handle their projects, I get nervous approaching and asking for the sale from those who don't know me well.

Suppose I am talking on the phone with a new prospect and that they seem somewhat curious about my work. Many books say "make sure to ask for the sale!", how exactly is a person to word something like that with tact? I don't want to be a snake-oil salesman, I'm a very relaxed sort of softer sell.

Suggestions? How do you handle this?
Thanks,
Lynn
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