Michael Dastic Strategies for Closing a Sale Closing strategies are intended to help the indecisive customer make a decision. Mike Dastic At this stage, tension is usually generated, both by the customer and by the seller; Because the customer is afraid of making a mistake in his choice, he might have to see more models, consult with other sellers, ask for various offers. As for the seller, because he thinks that the sale can be ruined at the last minute after all that has already worked.
At the closing, the seller must always act with a positive attitude, showing that an agreement has been reached with the customer. It will capture the "purchase signal", it will summarize the benefits accepted by the client and will then request a commitment from the client, setting the date, place, quantity, color, etc., it will offer the client two alternatives. When concluding, it is better to talk about something unrelated to the sale and say goodbye. Michael Dastic mentions that one of the questions most often asked by salespeople is: how do I know when to close? This is a difficult question that even the most experienced do not know how to answer.
It may be that the customer makes a direct statement that leaves no room for doubt as to their purchase intentions, for example: "OK, send me 10 dozen ..." or "fill in the order and I'll sign it right now." But make no mistake, this does not happen frequently, the normal thing is that the client doubts, thinks about it, turns the idea around and, in any case, sends us a "purchase signal". The two types of "buy signals" that the customer can emit are: verbal and non-verbal. •
They are verbal purchase signals: showing sudden interest, the customer is suddenly interested in some detail of the product; Also the request for advice, the client shows his interest by asking for opinion or advice from people close to him. In this case, you have to be very careful in that new person, the seller must present his arguments as it can favor or hinder the sale and make him see the importance of his decision.
Mike Dastic Other positive signals are the questions related to the purchase, such as: «What models do you have?», «What colors do they make them?», «What offer does this product have?», «What are the payment facilities Will they give me? »,« How long does it take to serve it? »,« Can you pay with a credit card? ».
It is a good sign that the customer begins to use the possessive when referring to the product, in which case the product is practically already sold. Also when the customer asks for a test it is a definitive sign of the customer's interest in the product. •
Non-verbal purchase signals are the gestures and body language that the customer makes. Michael Dastic Attitudes of indecision will be carefully observed especially: stroking the chin or pinching an ear, scratching the head, relaxing and opening the hands, uncrossing the legs, leaning forward, reexamining the sample or taking in their hands the order.
