Friday, 22 June 2012
This is the single most hilarious sales close I’ve ever heard. This story was told to me by Lisa Malone from The Canadian Jewellery Exchange in Kelowna. They do business a little different than most of you; as they begin their sales presentation at a desk with dual computer screens. Sales associate extraordinaire, Dil and her client talked about what kind of ring he might like to buy for his lady. She believed that she had identified the perfect item for the occasion, she said, “I think I’ve got exactly what you need. I’ll be right back.”
Rather than going into the vault and selecting two or three designs for him to choose from, she returned with one. She sat-down, wearing an expectant smile, she presented him with the ring and said, “right?” (This was a test-close.) He looked at the ring quizzically and arched an eye-brow. She gave him a couple of moments to absorb the weight of her question before she went for the final close. She flashed her million-watt smile, looked him square in the eyes and said, “RIGHT?” He looked at her with resignation, and admitted, “right.” That was it. The sale was closed.
It doesn’t take the entire Webster’s dictionary to close a sale. When you spend a bit of time to get to know the buyer, learn about the recipient and talk about the occasion you can zero-in on an appropriate solution pretty quickly. By connecting with them on a personal level, you can ask for the sale in a very informal way, and get a positive result.
Here’s the bonus. The next time he’s looking for a gift of jewellery, where’s he going to go? He’ll go to see Dil because she listened to him and found the perfect solution quickly and efficiently.