Selling Technique

6. Closing the Deal

(See Building customer loyalty.)

6.1 Create a sense of urgency.

Try to convince the customer that he or she needs your product now.

• Link a quick sale to meeting the customer's own needs and deadlines.For example, 'If you book the holiday now, we can get you the best rooms in the hotel.'Or, 'It's in stock now, but I cannot guarantee it will still be available in a week's time.'

6.2 Look for buying signals from the customer.

For example:

• 'When would you be able to deliver?'
• 'What other colours do you have?'
• 'That would be really useful.'
• 'This is just what we need.'

6.3 Take responsibility for closing the sale. Be positive and upbeat.

The simplest way may be just to ask, 'Can I take your order now?'

• Take your cue from the customer. For example, if he or she asks about the price of a product, say 'So is that the product you would like to buy?'
• Propose alternatives. This makes it more difficult for the customer to say no. Ask, 'Would you prefer it in green or blue?'
• When only one objection remains, make closing the sale conditional upon removing this obstacle. For example, 'If I can guarantee to bring the delivery date forward to meet your schedule, will you place the order now?'

6.4 Agree actions and confirm these in writing, including timescales.

• Confirm that you have understood correctly what the customer wants.