Sunday, 29 April 2012
The A-B-Cs of Selling
I’ve heard it said that the A-B-Cs of selling stood for “Always Be Closing.” I disagree. It’s important to ask for the sale. It’s critical to have many ways of closing the sale at your disposal. It’s pushy and shortsighted for everything that comes from your lips to be either a close or a set-up to a close.
If you are like most of my independent retail jewellers, you want more than to make a single sale. You want to build your “tribe.” You want to establish and reinforce strong bonds with people in your community. You want to make friends and you want to make sales.
By always working towards closing a sale, you might miss the opportunity to earn the friendship and trust of a long-term client. Try remembering that God gave you two ears and one mouth. Use them in that proportion.