Global online B2B marketplace : bytrade.com
Assume the Sale
One of the ways to close a sale is to automatically assume the customer will buy what you are trying to sell him. For example, if a customer is considering purchasing a computer or home entertainment system, schedule a time for an installer to come to his home to set everything up. You can also simply ask for the sale by asking the customer if she is paying with cash or credit card. Reps may also assume the sale and suggest an accessory that will complement the item to get the customer thinking about the accessory instead of contemplating the original item.
Create a Sense of Urgency
If a customer is wavering on purchasing an item, create a sense of urgency. This gets the customer excited about the purchase and thinking about what she will miss out on if she doesn't buy. There are many ways that a retail sales rep can create a sense of urgency. One method is to tell the customer that there is a very low stock in the store of the item. A different method would be to explain that the item is part of a sale that is expiring tonight and the price will increase the next time she comes in. For an item that requires installation, such as car audio products, the rep can also explain that the schedule for installations is filling up and if he comes back later it may be weeks before his product can be installed.
Create a Need
Creating a scenario in which the customer will need the product can increase the chances of closing a retail sale. For example, a customer looking at purchasing a new television may be wary of the price. The rep can simply point out the features and how the purchase may be more up front but it will save money in the long run. Another option is to paint a picture of the customer with the product. Simply tell the customer to imagine herself wearing the shoes that she is contemplating out on a date with her husband. Doing so places her in the mindset of already owning the product and can increase the chances of closing the sale.
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