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If you have properly qualified your client, then presenting the product should be simple. Assuming no objections have come up, simply ask for the order.
The reason you need to do this is that buyers often need the signal that it is time to pay. When you ask for the order, you are controlling the conversation, and helping the client decide to make the purchase right then.
You know its time to ask for the order when you see buying signals. Buying signals are clues that a client gives you that they are ready to stop talking and start paying. Some common buying signals are the client checking to see if they have their wallet, looking at a clock, asking questions like “Does it come in blue?”, walking to the register with the product, asking about the return policy, and others depending on the client. Once you see these buying signals, or have no clue whether the client wants to purchase simply ask for the order using one of these techniques.
Assumptive Close
So how were you planning on paying for this?” This close is nice because the client has to tell you how they are planning to pay, not whether they want it or not. When you assume they want it, they assume they have to buy it, or tell you they are not ready yet. If they don’t purchase at this point, simply follow the advice in the next section overcoming objections.
Alternative Close
Did you want two for fifty, or just one for thirty?” This is a great close because you open up the option for the customer to get two of the same product, rather than just one. Not only that, but again, they have to give a no as a choice they come up with on their own. Most clients prefer not too over think, presenting two choices eliminates a possible third.
Quantity Close
So how many were you looking to take home, ten or fifty?” Depending on the product, this can be a powerful close. Usually a client is looking for just one, giving high numbers almost forces a client to say, “Just one thanks.” Said with a smile, this interjects humor, and the possibility that they will get the higher number.
Product Support Close
Is there anything else I can help you with, or will this be all?” Another powerful technique, this closes one sale and opens up the door for other products the client may be interested in. A softer low pressure close; this assumes the sale and allows the client to continue looking at more products.
Accessory Close
Excellent for padding the sale, asking if they want the accessory that goes with the product allows you to add more items to the sale, guarantees the initial sale, and still gives you the option for moving to other products or services. A powerful close, this is a favorite in retail.
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