Because we are salespeople we are expected to know when and how to close a deal, right. I thought so too until I tried to buy something this weekend. I guess retail sales is different because I was sending buying signals to our salesperson and he wouldn’t close us. After three solid buying signals like – “This seems like a great buy? or “It would look great in the back yard? and even “this seems like the right one for us?. We were ripe and ready to close. My wife was ready to take out the checkbook. The young man helping us was very knowledgeable about his product line and was showing us all the features and the benefits of the different units in the show room. It was a very large show room and so we narrowed down the perfect unit for us. We were ready to buy and write a check. And you are right; we didn’t and ended up walking out the door. We even gave the young man a last minute chance. We said to him, “Is there anything else you want to say to us before we leave?? “Thanks for dropping in? is what he said, and we left.
How to Talk Yourself Out of a Sale -Just Keep Talking
March 16, 2006 by Mark | 1 Comment
In Strategy
Bruce on March 16th, 2006 at 6:15 pm
Have you ever read the book, “Spin Selling” by Neil Rackham? It disucsses the use of closing techniques in differnet sales situations and how the effectivness changes based on the dollar amount of the product being sold.
I think the best part is that if you know anything about sales, it changes your perspective on almost everything you buy. I find myself counting the clossing techniques that someone is trying to use on me.