6 Points to Consider Before Asking the Closing Question
The sale process consists of a number of elements that have to be considered before you actually ask the customer to make a purchasing decision. You shouldn’t try to bring this process to a close without even one of the following elements. You can easily increase your sales as well if you pay close attention to the following points.
1. The customer wants your product
You can easily persuade the customer to make a purchase if you offer them something they really want. You will know this after the customer tells you that they really want to enjoy the benefits of the product. Any attempt to get a buying decision before attaining this point might cost you a sale. Make sure you take this element into consideration when making a sale.
2. The customer believes that your company is reliable
The customer has to believe in you and your company. There is no closing if the customer thinks that your company is not reliable or sound and that it doesn’t deliver on its promises. Use your presentation to make it clear that your company is trustworthy and recognized and that your product is a reflection of it. Be confident about product’s benefits and you will help customers make the decision easier.
3. The customer understands the nature of the product and the sale
The customers have to know what they are purchasing and why. They must be clear with how to use the product and other obligations of the sale. The customers will be satisfied completely when they walk away with all the necessary information about the outcomes of the purchase. They have to be familiar with what they are getting into with the sale.
4. The customer has time to think after the closing question
The customer must have the time to think after you ask the closing question. The silence is a perfect way to keep the customer from procrastinating on the buying decision. It is also a way to enable them to introduce another argument that cannot be answered at this point. The longer the silence after the key question, the more likely it is that the customer will make a purchase.
5. Your product is usable and needed
The customer will buy a product they can use. A professional salesperson will ensure that the customer will get the very maximum value out of the product/service. They will not sell advanced sports equipment to someone who is not a professional athlete. Additionally, your product has to be in need too. You product should be capable of solving their problem or meeting their goal.
6. Your product is cost-effective
The customer has to be able to afford your product. If your product is cost-effective, then the customers will be willing to part with the money they have.
These elements are important to think about before asking a closing question. Sometimes you will hear a “no” but this cannot stop you from selling. Carry on and work hard to improve closing skills in order to affect the buyer decision process.
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