By: Brad Kartel
Submitted: 2011-01-11 05:36:26 | Word Count: 608
Closing the sale is obtaining positive agreement from the customer to buy. All your efforts up to this step of the sale process have involved helping your customer make that buying decision. So, closing the sale should be a natural part of the sales process. In fact, it is sometimes so natural that your costumer closes the sale for you by saying, "I will take it".
In many sales situations, however, the costumer waits for you to initiate the close. That is why it is important for you to learn when and how to close the sale. Below are the three important aspects you need to take into account to close that sale.
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- Timing. Not just any timing but the right one. You close the sale when your costumer is ready to buy. Since some costumers are ready to buy sooner than others, you must be flexible. You must show a customer one product and almost immediately direct an opportunity to close the sale. At other times, you may spend an hour with a customer and still find that he or she has difficulty making a decision. Don’t make the customer feel that you are bored or he may see gestures and signs that you are annoyed. When the customer sees and feels intimidated, you can lose the sale.
In either case, do not feel obligated to complete an entire sales presentation just because you have planned it that way. Remember, the key to closing the sales is costumer readiness.
- Buying signals. To detect an opportunity to close the sale, look for buying signals. These are things a customer does or say to indicate a readiness to buy. They include facial expressions, actions, and comments. For example, a customer who is holding merchandise and smiling is usually sending you buying signals. So does a costumer who has removed a jacket from its hanger and draped the garment over his or her arm. Comments that imply ownership are also buying signals. You know a customer is ready to buy when you hear comments such as, “This is exactly what I was looking for!”
For instance, someone phoned you to ask for a quotation of your folders, this is a buying signal. Grab the opportunity to entice the customer to some promos and other services that you offer like you can tell the caller that aside from ordinary folders, you are also offering custom folders or personalized folders at a price range they can afford. Don’t forget to ask the caller about his information about why they are looking for folders, what company he or she is connected so that you can follow-up later on about their request.
- Trial close. To test the readiness of the customer and your interpretation of a positive buying signal, you can attempt a trial close. This is an initial effort to close a sale.
Trial closes are beneficial for two reasons. First, even if the close does not work, you will probably learn from the attempt. The customer will most likely tell you why he or she is not ready to buy. Second, if the trial close does work you will reach your goal of closing the sale. Thus, in both situations you retain control of the sale and are in an excellent position to continue with the sales process. The rule, then, is always be ready to close a sale.
Be armed with these aspects to close every sale.
Author Resource:-
Brad Kartel is a marketing executive whose passion is helping business owners build their image through using custom folders. Learn how to design and print custom folders.
