Managers of every company will tell you to always ask for the sale. Convince your customer to say, “I will take it” and he has closed the sale. This translates into less buyer’s remorse and less returns. Too much high pressure causes a higher return rate. How do you do that? Of course you do not want to wait until the cows come home for your customer to say “I will take it.” A pushy close will promote that sinking feeling of fear in your customers’ stomach. This will cause buyer’s remorse and a higher rate of returns.
There are many steps but for beginners the first step is make your presentation short and to the point if you do have a buyer. This works most of the time. While making your presentation, say just enough to open and close the sale. Always use layman’s terms when answering questions as customers are not interested in bits and bytes or fancy technical answers to buying questions. Talking too much or being wordy by trying to impress your client by boasting or showboating causes indecision.
Sometimes when you ask for the sale and the clients are not ready they just say “no” or give you some excuse and this is what you do not want to happen. Hearing objections or more questions is fine but time consuming. And when you learn time management you will understand that spending too much time with a customer can really cost you in so many ways. When you are helping someone who is taking too much time and you see a free customer looking at something expensive, excuse yourself for a minute by saying, “I will be right back.” Walk over to the free customer and quickly sell something to him then walk back to work with the other. If you do it correctly, you will end up selling both customers.
