Describe An Average Day In The Life Of 10-Year-Old You. How to Close the Sale – Tips and Techniques

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How to Close the Sale – Tips and Techniques

The question many sales professionals ask is, “When does the sale close? How do I close it? How do I not rush it?” I still remember my first customers—a sweet young couple on their honeymoon in San Francisco. I was very enthusiastic and spent a lot of time showing beautiful photos they loved, telling inspiring stories about when and how they were taken and famous photographer Peter Lik. They love it. They asked a lot of questions. They talk to each other about the painting. Did they end up buying it? No they don’t. Why? Because I didn’t close the sale. I showed the product and stopped. I didn’t lead them to buy and I didn’t close the sale. I just dropped them during the sale.

What should I do now in this situation? I would ask a simple question, “Would you like to have beautiful and special memories of the most romantic time of your life?” I could also add, “Imagine, in 10 or 20 years, you will still be watching This photo, reminding you of your wonderful honeymoon in San Francisco. You will show this picture of the Golden Gate Bridge to your friends, relatives, and maybe your future children. The memories are priceless.”

Sounds like a shutdown and push to buy? never. I see myself more as a friend who offers helpful advice or good advice. I really care about my clients and show them that. Yes, I’m using one of my closing strategies, but they’ll never know.

Closing technique:

1. Close from scratch.

No, that doesn’t mean you should ask, “Do you want to buy?” from the first moment you meet this person. This means you have to earn the customer’s trust, build a relationship, understand their needs, ask questions, and listen to him or her.

2. Learn to recognize when a customer is ready to buy. Customers might show they’re ready by asking questions about your product, your service, or the buying process, or they might indicate nonverbally that they’re willing to buy.

3. Don’t push or rush your clients.

No one likes to be rushed or rushed, especially if they’re spending their own money.

4. Respect their decision not to buy.

Not every customer buys it, and that’s okay. Don’t act like you’re upset or angry. “I’ve been with you for so long, why don’t you buy it?” I know a sales expert who not only calculates the commission in her head, but also wants to buy what she wants to buy with the commission when she sells! Every time she couldn’t sell it, she was very upset because she felt that she had lost real money.

5. Offer free trials, specific terms, discounts, and giveaways.

People like to feel like they’re getting a special treat, and everyone loves free stuff. Find out from your manager what you can offer your customers with each item/product. Awesome, but I’ve sold a lot of $500-$1000 images just because I offered an autographed book by the artist as a gift.

6. Ask the manager

This popular closing technique works really well when discussing discounts or special offers. You can say, “I want to give you this discount, but I need to ask my manager (for special permission).” Then go talk to your manager. Some salespeople pretend they have such conversations. They went to the back room and returned a few minutes later with good news. If you play it naturally and it’s working, use it. For large purchases, I recommend bringing a manager along and asking him or her about the discount in front of the customer.

How does this technology work? You’re showing your customer that you really want him or her to have what they want, that you’re going the extra mile, that you’re helping and supporting them, that you’re “fighting” the system to get a better deal. You will see that they respect you.

7. Give customers time and space to think and talk about buying products,

Especially if you’re dealing with a couple. They do need private time to discuss the financial aspects of the purchase, where to put/hang the rug/pictures, about colour, size, model, etc. For example, we have a demo room at our San Francisco gallery where our clients can spend some money time alone looking at a picture they want to buy and talking about it. It worked so well we built another room!

8. Give them a chance to come back

This technique will only work if you already know your customers and have a good relationship with them. For example, you may see and feel that a customer is still not convinced to buy after spending a lot of time. In this case, you can say, “I know this is an important decision for you to make and you’ll need some time to think about it. When would you like to come back to discuss it further?”

Give them specific dates and times, “Want to come on Tuesday or Friday? What time works best for you?” You can also add, “I’m asking because I have Thursdays and Saturdays off, but I really Want to help you.” Once again you are here to offer your services and it is perfectly normal to discuss all possible options. If you have their phone number and have their permission to call – call and talk on the phone more. But please don’t call every day. It’s annoying.

9. Let them know now is the best time to buy

“We have such an unbelievable 50% off due to extra stock”

“We only have one deal like this a year”

“Great choice because of the Christmas sale”

“Promotion only lasts 1 week”

“Now is the best time to buy because prices are going up”

“Summer is here. Do you want to buy a fan (or patio furniture) now as it might be out of stock during peak season”

10. Summarize the product description in three words:

“It’s better, cheaper and cleaner than… the old model/competition/what you have”

“Faster, more modern, more reliable”

“Better build, more convenient, more complete”

“Healthier, Enhanced, Organic”

This could be a good workout for you. Write down 3 main words to describe what you are selling. They should be really meaningful and great words about this particular product. Does this remind you of a situation in a job interview where HR people ask about your three main characteristics? Well, it’s the same process, but you “sell yourself” instead of a product.

For high-end customers, you can use words like “sophisticated, sleek, fancy, urban, chic, classy, ​​sophisticated, refined, classy” to describe what you’re selling.

Don’t forget green words such as “environmental protection, ecology, happiness, organic, natural, whole, longevity, health”. Lots of people love it, support the idea, and want to know more. This is your perfect opportunity to inform and educate your customers if they are not already involved.

11. Act as if your customer has already bought what you are selling

The technology is based on the principle of ownership. It’s even harder not to buy if people start thinking they already have it. Most of us like to be the host. It also opens up an opportunity for future discussions.

“Where are you going to put the table?” you can ask. “I’d like to have it in the restaurant,” your customer might respond. He or she is painting a picture in his or her head, thinking about how it would fit in the room.

“Who will use a computer—you or your child?”

There are many other closing sales techniques. How and when to use them? Every situation and every client is different. Most importantly, practice, practice, practice. Experiment with different methods. The more techniques you apply, the more proficient a sales professional you will become and the more natural the closing process will be.

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