A Must do to Get that Sale
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by: robertjohnston
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Word Count: 588
Here are some points to help you with that little push.
Be sure to ask the customer to buy. Take the initiative, or the sale may be lost. Ask him to buy when his interest is strongest. The article or product he comes back to, the one he looks back at while examining something else, obviously interests him. If he keeps looking at your popular presentation folders you are offering, tell the price at once. You can make a bargain to him like if he buys in volume, he will get freebies from your folder printing company. Judge his interest by the tone of his questions and the look in his eye. Don’t let the buying signal pass you by.
If your customer can’t decide yet, offer a series of minor choices like, what color would you prefer? Blue or gray? What design would you want? Plain or fancy? This accessory or that? So on and so forth.
You can also ask questions or make comments which suggest that the product is already sold. Would you like delivery next week? What delivery time will be more convenient for you? You can have the order form on his desk and fill out part of it when you think he is really interested.
Use a trial close like “If you bought this….Just let us deliver this to your home and……” These trial close may be the real close for you that gets the sale.
Next, summarize your arguments, with stress on the chief points of appeal. “Mr. A, we’ve agreed on point 1, that you…We’ve agreed on 2, that we…” are some of the phrases you can use.
If the facts warrant, you can dramatize the advantage of buying now. You can tell the customer, “Prices will rise on the first of the month.” “Prices may be doubled and sometimes even tripled.” “We have only one of these types left.” “Arrival of new stocks will be approximately 6 months to 1 year.” But remember that misrepresentation on this score is also one of the easiest ways to lose your customer. So be careful in exaggerating promos and offers.
Use a reverse twist, so to speak. Suggest that perhaps your product is not the one the customer wants. Ask questions like, “Are you sure sir…….?” “Are they same size? Color? Specs?” This reverse twist should be used, of course, only when you are quite sure that he does want the product in front of him.
Get a pen into the customer’s hand indirectly. Ease the asking for the signature by having him write something else, for example, the full name of a beneficiary.
But after doing all the techniques and still you have sensed that a sale is impossible; make your close an opening for a next time. Tell your customer, “I’ll call again in a month”, “I’ll drop by every now and then.” And so on.
Lastly, don’t forget to say thank you. Thank the customer for the time he had spent with you.
Closing a deal and having a sale is equally hard as finding a customer. It is the two most difficult phases a salesman must learn and master. Opening and closing is the make or break in a salesman’s life. A salesman’s job is to sell, and the last step is as important as the first.
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