Sales & Service Tip Of The Week

Do you miss selling opportunities?  Why?  Has the customer already agreed to make a purchase decision but hasn’t informed you as yet?  You must prepare yourself mentally to close sales, like doing exercises or calisthenics.  Expect to close – it’s the name of the game and why you are there.  Have confidence in your ability to close – your tone, body language and “personal vibes” transmit this belief.  You must want to close – it’s a desire you have, a burning urge to succeed.  Close the sale – it’s your job as a sales and service professional.  Make no excuses!

Throughout your interaction the customer sends you many positive signals, which can occur anytime.  These are called buying signals, indicating the customer has reached a decision and is at the end of the buying process.  Buying signals could be questions, comments, verbal and nonverbal.  For instance sayings such as, “that’s interesting,” or “I like that,” or “that’s what we want” could signal that the customer has reached a decision.  Questions like, “when can you deliver,” or “what’s the cost again,” or “what’s the guarantee,” may indicate that the customer is ready to buy.  So be aware of buying signals and how they lead to an order.  Be prepared for a “trial close.”