Why does this seem so difficult?
You already know that to ask for the sale is called the close. The close is most important, yet it is where many business owners fall short. They don’t ask the customer to buy.
Instead they wait, hoping the customer will somehow, magically say, “Yes” to making a purchase – all without being asked.
Why? Fear. Fear of rejection. Fear of getting a “No” as an answer. It’s because the “mental committee” in the salesperson’s head says some nonsense like: “If they say No, they must really be rejecting me.”
A “No” isn’t a customer rejecting you. The customer needs more information as to how wonderful life will be once she has your product in her home, or how what you sell will make her wealthier, prettier, happier, more secure, or more appreciated.
To find out if customer is ready to buy, you must ask for the sale. It’s that simple.
There is a particularly easy form of “close” that will work in almost any situation. If for some reason you could only learn one closing technique your entire life, and your success depended upon, this would be the one.
It is called the “alternative choice close.” Also it is sometimes called the, “A – B option close,” and you can Google either name and find examples of it online.
In the alternative choice close you simply give the prospect two options which cannot be answered with the word, “No.” So for example you say, “Would you prefer to pay by check or by credit card?”
When you are attempting to set an appointment you use this same technique by asking, “Would Wednesday morning or Thursday afternoon be better?”
“Will that be cash or check?”
“Do you want 12 sets of blue widgets or 22 sets?”
“Would you like us to ship these, or will you take them with you?”
But here is the weird part…
Prospects like to feel they are making the decisions. During the time you go through showing the products to the customer you ask little questions for which the prospect has to make the decision.
What this sequence of questions does is help your prospect become used to making decisions, and your prospect will be unaware that he is being trained subconsciously to answer the closing question when you want him to make the decision to purchase.
For example ask they like the blue one or read one, ask if they like tall one or the short one. Ask if they would rather have delivery during the morning or during afternoon. Ask as many combinations of these little decision type questions as you can.
Have a prosperous day, every day.