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From JCK Magazine

Top 7 Techniques to Closing a Sale

Strategies for Selling
By Brad Huisken
This story appears in the August 2005 issue of JCK magazine
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The Reflexive Close: Reflecting back a question the customer has asked, e.g., “Can I get this ring sized by the end of the week?” “Absolutely! Will Friday do? What time would you like to pick it up?”

The Win/Win Close: Giving the customer two choices, both of which result in a “yes” answer, e.g., “Would you like to wear the watch home or shall I wrap it for you?”

The Ask for It Close: This is simply asking the customer to buy, e.g., “Let me write the earrings up for you. Will this be cash or credit?”

The Order-Form Close: Simply start writing the sales slip. This one takes a little more courage but it works in certain situations.

The Needs Assessment/Demonstrate Answers Close: This restates why the customer wants to buy, but rewords it as a close, e.g., “The two-tone band gives you the versatility you want, and the sapphire crystal gives you the durability you need. Let's write it up?”

The Reduce to the Ridiculous Close: “The ring is $5,000, but you're going to be married 50 to 60 years. So for less than $100 per year you can give her the ring of her dreams. What do you think?”

The Penalty Close: This attaches a “penalty” to not buying today, but don't use it unless it's true, e.g., “This is a one-of-a-kind piece that our award-winning jeweler created. Would you like me to wrap it?”

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