All measurements made so far have all one and the same objectives: to close the deal. Thus, some steps can be skipped if not needed for closure. The key point is to develop the ability
All measurements made so far have all one and the same objectives: to close the deal.
Thus, some steps can be skipped if not needed for closure. The key point is to develop the ability to sense when the client is ready to buy. In fact, this is a special time; the seller should speak as little as possible, because these things could inadvertently blow up the purchase.
From the moment the client is ready, any time will be good to conclude the negotiations, and before we conclude the better.
E ’should be concluded quickly but without haste. Should remain calm and perform all the steps necessary to formalize the purchase.
Find out when the time is right
If you want to maximize the time available, you must learn to recognize “the right moment.” There are many verbal and nonverbal signals that serve as indicators, many of them we have seen in previous chapters.
Pay attention to what the customer says and time (minutes) which uses during its expressions. The time may provide an indication of the fact that in the mind of the buyer purchases already made and expressions he imagines the future while using the product / service you are purchasing (I can use this cream to protect against mosquitoes or: with this car I can go to the beach whenever I want).
When you realize that the customer has already bought the product ideally, formalized the purchase.
Lead to the conclusion
Although sometimes we anticipate the customer and helps us to quickly reach the closing of the sale, this is not always the case.
Often, even after obtaining the customer’s attention, collect information, anticipated objections, created the ideal state to purchase the product is presented in the best way, we realize that something is missing so the sale goes through.
In this case, ask direct questions that can continue the negotiations:
What should happen to close the deal?
What other information can be useful to purchase the product?
Usually after one of these questions (or similar questions that give a turn to negotiation), the customer expresses his last stand if treated properly will lead to the sale of the product or the refusal by the customer. Either way you will be able to disengage or not waste time in lengthy negotiations that lead nowhere.
The work begins after sale during the sale. Even if the customer has accepted all conditions and is eager to purchase, you run the risk that the next day to repent of your purchase.
Unfortunately, this situation is quite common, the customer buys the product, takes it home and only there you realize you have spent more than they wanted to spend, or that the tool has some function in less or anything else at this point comes the disappointment.
But, how do you avoid this situation?
The technique used is the same one used to deal with objections. Knowing what can happen at the end of the sale you try to anticipate and make sure that the customer will be happy with your purchase in the future. Remember that a satisfied customer will bring more customers and you will reduce the time required to search for new contacts.