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Number 109 | July 28, 2002
© 2002 Designer Blinds

HAPPY TRIALS TO YOU...
...and other ways to IMPROVE YOUR CLOSING TECHNIQUES!   

The key to every sales call is to get to the close as quickly as possible.  Listening is the crucial skill to develop. Remember that not every customer will respond to the same closing technique, but by listening carefully and paying attention to each customer’s needs you will find the right approach to use.  Watch carefully for clues that the customer is ready to close the deal. Sometimes these will be communicated in conversation.  Other times though, it may be communicated by facial expressions or body language.

Try incorporating some of these closing techniques. It’s important to practice these in a way that comes naturally and in a conversational tone to you so that your customers don’t get the feeling feel that you are using a “technique” on them. Keep your focus on providing solutions to your customers problems and your opportunities to incorporate these techniques will occur naturally.

HAPPY TRIALS TO YOU —UNTIL WE MEET AGAIN

Trial closing is a good technique to use most of the time.  Many experienced sales people use this approach without even realizing it.  Ask questions to get your customer to agree to small details to test his or her reaction.  A series of small agreements sets the stage for the big one.  Usually, several trial closes will happen naturally during your sales call. Get into the practice of trial closing constantly.  For body language, it's important to smile and nod your head affirmatively when you are trial closing.  

Example:

“I think putting the lift cord on the left would work best on this window, what do you think?”

MAKE AN ASSUMPTION!

Make an assumption that the customer has decided to go with the order, even though he or she has not explicitly said so. Use this on customers who have been generally agreeable to most of the things you’ve said.  This is good to use after your customer has said yes in several trial closes

Example:
“I’ll arrange installation for you in about three weeks.  All I need is a down payment and I’ll get everything started.

EENEY-MEENEY

Give the client a choice that leaves them no choice but to buy. Either decision means they’ve said yes. Fortunately, the wonderful world of window coverings is full of all kinds of these choices. 

Examples:

“Which color do you want? The Cottonwood, or the Designer White?”

or

“So do you want to go with the WoodMates, or do you prefer the better quality and lifetime warranty you get with EverWood?”

IF YOU WANT IT, HERE IT IS. COME AND GET IT, 

BUT YOU BETTER HURRY 'CAUSE IT'S GOING FAST

This technique can be effective with special sale prices, discontinued items or upcoming price increases.  It works in some selling environments better than others.  While it's a terrific approach for advertising, This technique should be used sparingly when you're one-on-one with a customer.  Be careful not to have a “high pressure” tone when using it.  Some people will react negatively to it.  With some customers, you may have to deal with “buyer’s remorse” after the sale because they feel they were forced into making the purchase.

Example: “I realize you would like to think about it, but the special pricing is only available now.  I would hate for you to miss out on this great price.”

IS THERE AN ECHO IN HERE?

You've probably heard this before.  This closing technique is a type of trial close to be used when your customer gives a strong signal that he or she is ready to buy.  You simply repeat the question back to them.  It's sort of a specialized Trial Close

Example: If your customer asks “Can I have these shades installed by the twenty-fifth?” You reply by asking “Do you WANT these shades installed  by the twenty-fifth?”  When they say “Yes,” pull out your pen and write up the order. 

 BEEN THERE – DONE THAT

This is a great way to sneak a close into the middle of a conversation. Tell the tale of another customer that had a similar problem and how you were able to come up with the perfect solution.  Then, be sure to go for it.  Many people tell these stories during a sales call but fail to finish by asking for the sale.

Example: “You know, I worked with a customer a few months ago that had a big screen TV like yours in a room with an arch window.  We were able to eliminate the glare from the arch window so he could see the TV.  Not only that, we cut down on the heat gain, too. So the room became a lot more comfortable.  You need to do the same thing here as soon as possible so you can really enjoy your TV. I’ll call my installer to see how soon he can get here to make a template for your window. Okay?”

 I’LL DO THE THINKING AROUND HERE

When a customer is hesitant, ask them to explain what part of the order is something they need to think about.  Then help them think it through to an order.  This is especially helpful for people who have a hard time making a decision between options or colors.  Many times all they need is a little encouragement.

THE FAMOUS “BEN FRANKLIN CLOSE”

Help the client with the reasons to go ahead with the purchase.  This is especially helpful when faced with competition.  Pull out a sheet of paper, draw a line vertically down the center of the page and start listing either Pro’s and Con’s or Us versus Them.  You should practice so you can be sure to always have a big list of Pro’s to counteract any of their Con’s.  With competitors, the advantage is that, at this time YOU are there and they are not. Seek to find some detail that they haven’t covered to create some doubt in the competitor and build the customer’s confidence in you. This is a great technique that really works for many sales people.

BACK TO BASICS —JUST DO IT

Selling 101: ASK for the order.

Example: “So, let’s get these windows covered. Do you want to use your credit card?”

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