Top 7 Techniques to Closing a Sale
Closing a sale should be a natural transition in the selling process. Here are seven ways to ask the customer to buy once the product's value has been established:
By Brad Huisken -- JCK Online, 8/1/2005 2:00:00 AM
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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