Shanu Singh Guliani

Closing Pointers
December 20, 2006

Even sales pros often have trouble closing a tough sale. Closing can be tricky, and there are many places a false move can delay or derail a sale. Here are a few basic pointers:

1. Not asking for the sale. This by far is the most common mistake in sales. It sounds obvious, but good, clear questions that lead to successful closes can be tricky. For example, it can be as simple as asking, "Will this be cash, check or charge?" or “Would you like silver or red wrapping paper?” You've given your clients choices, none of which are "No thanks." In addition, as you are asking for the sale beware of your body language, smile and simply walk over to the cash register so you can complete the transaction. If your body is saying you're nervous, your customers will pick up on that vibe and may hesitate to finalize their purchase. Some other trial closes: “Mr. Jones, we can make that Monday delivery you requested with your authorization right here on the paperwork.” or “Sharon, after your approval here (while pointing at the line where they must sign) we would be happy to service your diamond ring every six months.”
2. Not recognizing signals. Each fortunate human being is given two ears and one mouth, which means we need to be doing twice as much listening as speaking. After you've asked closing questions, stop talking. Wait for the customer to answer. Too often jewelry sales associates keep singing the praises of a product without stopping to let the customer say “I’m sold.”
3. Getting fed-up. Attitude is everything in sales. Treat each new prospect as if they were the first and most exciting customer in town. Getting too caught up in the success or failure of past experiences can be a problem.

Posted by Shanu Singh Guliani on December 20, 2006 | Comments (0)