(How to make the customer say “Yes” to buy)
After the salesperson has convinced the buyer that his/her products at least warrant further attention, the sales person must ask the buyer to commit some action that moves the sales forwards. This is called gaining commitment. The key to obtaining commitments are, first, to plan realistic objectives for each sales call, and second, to ask for a commitment. If the sales person doesn’t ask, then, he/she won’t move the sales forward. To close the sales, a salesperson may say” Can I place an order for you today?
Most of the time, the buyer may not volunteer to take action that move the sales forward. So, the sales person must close the sales as if the buyer has agreed to buy!
The following are sample questions that the salesperson may ask to close the sales:
" If you buy today, we can offer you 15% discount!! If you have authority to give out.
Now, what size do you want?
When can we deliver this? Today or tomorrow morning?
Will three pieces enough? Or should I send four?
If the prospect answers such as questions, the close is under way!! "
Remember in this case! The buyer didn’t say anything about order, but you assume that they are surely going to buy!! So, you use psychology to close the sales!! This tactic is not for all the people, but a lot of people are so vulnerable to the force or command of others.
Message to new blood marketers: In the marketing management, we never learn anything about forcing people or deceiving people to use our product. But some tactic of sales is opposite to what we have learnt. Given that it is also the job marketing/marketers to support the sales force (Like accounting and finance), it is important for us to know how the sales workforce work in the field. If we do not know how they work, we will not know how to support.
Source: Spiro, Rich, Stanto (2008): Magement of a Sales Force and personal experience.
After the salesperson has convinced the buyer that his/her products at least warrant further attention, the sales person must ask the buyer to commit some action that moves the sales forwards. This is called gaining commitment. The key to obtaining commitments are, first, to plan realistic objectives for each sales call, and second, to ask for a commitment. If the sales person doesn’t ask, then, he/she won’t move the sales forward. To close the sales, a salesperson may say” Can I place an order for you today?
Most of the time, the buyer may not volunteer to take action that move the sales forward. So, the sales person must close the sales as if the buyer has agreed to buy!
The following are sample questions that the salesperson may ask to close the sales:
" If you buy today, we can offer you 15% discount!! If you have authority to give out.
Now, what size do you want?
When can we deliver this? Today or tomorrow morning?
Will three pieces enough? Or should I send four?
If the prospect answers such as questions, the close is under way!! "
Remember in this case! The buyer didn’t say anything about order, but you assume that they are surely going to buy!! So, you use psychology to close the sales!! This tactic is not for all the people, but a lot of people are so vulnerable to the force or command of others.
Message to new blood marketers: In the marketing management, we never learn anything about forcing people or deceiving people to use our product. But some tactic of sales is opposite to what we have learnt. Given that it is also the job marketing/marketers to support the sales force (Like accounting and finance), it is important for us to know how the sales workforce work in the field. If we do not know how they work, we will not know how to support.
Source: Spiro, Rich, Stanto (2008): Magement of a Sales Force and personal experience.
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