By
Bob Phibbs
Closing a sale. Why is it so hard to do? Because you are putting yourself on the line. Did you read the situation correctly? If you ask and they aren’t ready, you might look foolish.
And yet, without , many untrained salespeople let they should have closed walk out the front door.
Why do salespeople hesitate to close a sale?
Rejection. It is much like asking someone to marry you; you think you know they’ll answer yes but until you ask, you won’t really know.
is the key to running a successful .
Back in the '80s when I was creating my own retail , I heard a trainer say that as soon as the shopper is in front of you, you should be trying to close the sale.
Funny! Back then, when customers had more time to browse a and more time to take with the decision-making process, were encouraged to quickly get the closed and back out of the .
They were told to hire hungry sales people who wouldn't stop until the shopper gave in.
When it came to Selling, it was believed that volume was the most important factor and the way to success was by getting as many customers checked out as possible.
That's not how you close a sale
It can lead to pushy that have been showcased in any movie about a car salesman, electronics salesman, or bad realtor. Such overemphasis on closing techniques has been proven ineffective and those salespeople often missed valuable add-on sales.
That being said, you still don’t want your salespeople to leisurely spend hours on a single shopper without making a sale.
Striking a balance between a positive for the and a quick sale for the can be difficult. You must have a process.
The trick is to create an environment in which the feels comfortable making a and is excited about the . Great can take work but making sure your is using the proper is half the battle.
Once this technique has been mastered, customers will move through the more rapidly. It doesn’t require additional pressure from your , but it does require an ability to follow the steps in order to create a positive buying environment.
The steps outlined below will help your create that environment and close more retail in a timely manner.
Closing a sale too quickly can cost you an opportunity to sell add-ons, and more importantly, could create a negative for the shopper.
Instead of trying to push your customers through the , these steps will encourage them to pull their own way through.
A salesperson who has mastered these steps will know how to close a sale in retail and move visitors from casual browsers to loyal .
How To Close A Sale In Retail: 5 Quick Steps
1. Engage
You can’t sell to a shopper if you’re not talking to them. Standing behind the counter or hiding in an aisle is not an option. Your need to be engaging with customers as they come through the door.
The sooner that engagement begins, the sooner your salespeople can start creating a positive buying environment. A good measure is to allow about 15 seconds for customers to get their wits about themselves, leave the traffic and nonsense behind, and focus on the reason they are in your shop.
2. Establish Trust
In any relationship, trust is built through back and forth communication. Only with the back and forth will salespeople be invited to listen to their shopper's needs and offer solutions.
Ask questions, listen for their answers, and share something from your own life. This step elevates the to the role of trusted advisor and helps the feel comfortable buying the merchandise from them.
3. Address Concerns
A salesperson who can listen will learn everything they need to know about selling to a . A few pointed questions, coupled with a sincere interest in what the answers, will reveal any concerns that may be holding up a sale.
Using their and what they learn about the shopper, salespeople can show how the can address those concerns.
4. Demonstrate Value
The main obstacle to a quick sale is the presentation of price without connecting to value. Customers frequently balk at the cost of an item if it is not carefully presented. Once this happens, your salesperson is in a very difficult position.
To avoid this, they need to be able to focus the conversation on what the provides from the start, not what it costs. When the associate can use and show the how a adds value to their lives, it keeps the conversation away from the sticky topic of price.
5. Closing Organically
After you’ve heard questions about how the would take care of the , what else would go with it, or delivery questions, it’s time to sum it all up. The salesperson may feel tempted to try and push for a close, but this is a mistake.
At this point, an atmosphere of trust has been created, and the shopper is having a positive buying adventure. Instead of offering to ring up their merchandise, suggest complementary items that can bring even more value to their ...and to their lives.
This is truly what is all about - adding value - so don't be afraid of .
There’s the potential for additional , and if the isn’t inclined to make more purchases, they’ll offer to close the sale themselves. Then assume the sale by asking if it will be credit or cash, or try to find a delivery day.
How to close a sale in retail when customers have objections?
If they have objections and say they aren’t ready to buy, it’s time to slow down and regroup. Repeat back three things they told you were important.
You can see how to handle objections in this short video below:
That will help them paint a picture in their mind to visualize the benefits of your . For an art dealer, you might sum up the sale by saying, “Imagine how this will look in your den every night when you get home and can get lost in that sunset.” Once you’ve done that, ask, “Did I miss anything?” And shut up.
Many times they’ll agree and tell you they’ll take it. But is something you do with people, not to people so there is no formula to doing it right.
Be genuine.
Be curious.
Help them get what they spent time with you discovering. is how you drive .
See also, Why Closing The Sale Techniques Are Dead For Retailers
In Sum
When you follow these in order, the will move through the at a good pace and may offer the opportunity for you to sell them additional items.
Taking a little more time to make a lot more lets your use all of their selling talents, not just trying to find one magic sentence to close a sale.
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