CLOSING THE SALE
Closing
“Do or do not, there is no try” -Yoda
Closing is something you do for a person – not to a person.
Closing is extolling the benefits of your product and explaining how they will fulfill the needs of the customer/or solve their problem.
Closing is helping the customer feel comfortable getting something they already want.
Your job is made exceedingly easy when you consider
1) They came to you
2) They passed other companies to get to you
3) The spent time with you
4) We will drop price to cost if we need to
5) We told them they need to make a decision
6) We have a product to suit their needs
2-5% of people who walk into retail stores buy
70 – 80 % of people who walk into our location buy
It’s Key To Believe In
1) self
2) product
3) company
Start at top-
Make them want it-
People buy 80% on emotion 20% on logic.
Never tell price until you know what they like.
Rapport –
People won’t buy just because they like you-but it helps!!
Take every opportunity to close-
Questions –
How does that feel?
Would you like to go ahead and get that then?
Remember –
Average sale is made after the customer says no 5 times.
Don’t let your pride get in the way of a sale – Drop price if necessary.
$50 profit is better than $0.
Speak to the level of the customer – Don’t confuse them.
Lean the way they are leaning –
Encourage them to get it.
Don’t negative sell–
People want to feel good about their purchase.
Don’t prejudge –
No matter what kind of car someone drives, no matter what clothes person wears, no matter where someone lives you never ever know what’s in their bank account.
Product Conviction —
Closing begins on Phone
Door Approach –
Reaffirms ability to make a decision by customer
Use Tie Downs –
Clarify customer’s thinking
Comfortable Closing –
“So will you be picking that up or will you need delivery?”
Always use price list –
Don’t look like you are making it up
Always compare price –
If you are comparing to a higher retail price your price can seem small by comparison
Know your competition-
Stay on top of who sells what and at what price
People will trust you if you can speak with authority
Address the skeptic –
Sell them something –
If you have to get a small sale today, something bigger later.
Objection Cycle –
Objections are simply a means for the customers to get more information.
The best way to handle any objection is before they come up.
You never know what customer wants to know so cover everything before you cover price.
Inevitably you may run across objections.
1) Isolate objection
-ask clarifying questions
-“ So the only reason you’re not getting it is ….”
2) Empathize
-“I can understand it being too much for the budget now”
3) Offer a solution
4) Ask for the order
-“So would you like to put a deposit down on it now?”
It is a cycle so repeat if necessary.
Only 2 major objections-
1) Too much for the budget
2) Not right product
A) Budget
B) Price explanation
C) Reduction to Ridiculous
D) Deposit / Lay By
E) Drop price (some cultures require 3 price drops)
F) Raise value (free bonus)
-Always assume they are going to buy.
Nothing about our business encourages shopping.
-Do whatever it takes.
If they walk out of your store without buying, they will go to your competition. After all they came to you because they were in the market.
-They won’t stop until they buy. It might as well be from you.
