Close the sale
A Sale Without a Close Is A Conversation! Buying Signals Approval through Comments Facial Expressions Body Language
Trial close Attempt a trial close early The customer may say yes right away! If not, the customer will tell you why they aren’t ready to buy then you can handle the objection .
Rules for Closing a Sale If customer is having difficulty making a decision, stop showing them additional merchandise. Help them narrow down their options by summarizing Ownership: Use words that indicate ownership like “Yours”. “When you and your kids are hiking, you are going to love that you purchased these waterproof shoes.”
Silence Please! The hardest thing to say is nothing at all. After your pitch, let the customer make a decision. Don’t keep selling. Silence is o.k.
Types of Closes Trial Close – If you see an early buying signal, attempt to close right away. “Is there anything else I can get you with this?” Direct- Just ask for the sale or better yet, assume it! Which Close – Encourage customer to make a decision b/w 2 items. Standing room only – Better buy now or it’s gone! Service – Explain services that overcome obstacles
If You Don’t Get the Sale… Ask for feedback Remain Polite If you sense an impending turndown, exit gracefully so that you leave the possibility for a future sale Have your office call and receive feedback from the experience. Send questionnaires or offer incentives for feedback. Pass the on the results of these surveys to your sales staff so they can improve their pitches.
Upselling Complimentary items – items that go together Quantity Discounts Mention other items that are on sale for a limited time. Credit card= discount on something else!
CRM Customer Relationship Management The sale is the FIRST step of developing a relationship…not the last! Get as much info as possible Endless Chain Discounts Specialty Sales for “preferred members” Additional 20% off when you use Macy’s card Contact by email, snail mail, and telephone Use software to generate emails, buying reports, etc.