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Salespeople make their living by selling products or services to customers. However, many salespeople lack good sales closing techniques. The pitch is excellent and the sales skills are on target, but they do not ask for the sale. If you do not ask for the sale, many would-be buyers will walk away without a purchase. The secret of any great salesperson is to close the sale.
The assumptive approach works very well when the customer has come looking for your product. Take a minute to explain the features and benefits of the sale and then say, "Will that be cash or charge?" The customer will present her credit card or she will ask another question about the product. If she asks more questions, answer the questions completely but at the end of the answer include the assumptive close. For example, you could say, "That is a great question; this television set comes cable ready for your immediate enjoyment. Do you want to take it with you now or should I arrange delivery?" Always have several assumptive closes ready.
When the customer is unsure if he wants to make the purchase, creating an urgency close is a good tactic to try. Show him the product, explain the features and benefits to him and then let him know you only have a few left. Alternatively, if the product is on sale, let the customer know the sale is over soon. For example, say, "This side-by-side refrigerator is 19 cubic feet and contains an ice and water dispenser in the door. Today I have it on sale for $300 off the regular price. Let’s write this sale up now while I can still get you this low great price." Alternatively, you can say, "I show only two left in stock, so let’s get yours now before I run out." When the customer is reminded that he must act now or lose the deal, he is more likely to buy today.
Nothing entices a customer into buying a product like seeing the product in action. Whenever you can, demonstrate the features of the product to your customer. For example, if you are selling her a high-definition television set, let her hear the surround sound and have her examine the quality of the picture. Detail each feature and show her how to use the controls. Then say, "Would you like to have this every day in your living room?" When the customer answers yes, close the sale by asking whether she wants to use cash or credit.
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