From the author:
Leave a good impression
The end of the sales pitch, the deal with the client, and the impact they leave behind is often even more important than winning new customers.
Because depending on the customer goes out of the conversation with a positive or negative feeling - and he remembers. Similar to the customer approach, you can do a lot wrong with the last words in a sales pitch but also a lot of right.
In the end, when you personally and personally approach your customers, when you once again offer him the emotional mirror, you will leave a positive impact that will turn your customers into loyal customers.
Emotional final strategies work
But how do you come to the conclusion of the sale without manipulating the customer or influencing it in a negative way?
If, through the argumentation of the emotional benefit (as described in an earlier article) and visual language, you create such a high demand for your products that the customer really wants to buy, you save yourself elaborate closing techniques and rhetorical excellence.
What does the customer really want?
However, before you ask the final question, you should ask a preliminary question. If you have actively listened to and know what your customer really needs, the above-mentioned emotional customer mirror is used:
Make sure again that this offer is really what he imagined and maybe even dreamed up.
- "Is that what you want?"
- “Is this your dream car with the right equipment?”
- “Did you mean“ don't have to worry about anything ”?”
- "Is this the model you were looking for?"
- "Did you mean 'efficient collaboration'?"
- "Was that how you imagined it?"
The end of the sales pitch is important
You will have noticed that these are all closed questions, no longer open W questions; this is all about making a decision, so “yes” or “no”, order now or maybe later.
The end of the sales talk is important: because now it's about making a decision; the customer should say “yes” or “no”. It is simply a question of: order now or only tomorrow - or maybe not at all?
Final questions - objectively or personally?
If the customer answers “Yes” to your question as expected, everything is fine, all you have to do is ask the last final question. This is very factual:
- "Do we want to do it like that?"
- "Should I check it out?"
- "Should I wrap it up as a gift?"
- "Where can I send the order confirmation to?"
- "Where should we deliver to?"
Or creative and personal:
- “Do you want to make yourself happy with this great watch?”
- “Do you want to try out your new tablet PC while I enter and print out the invoice?”
- “Should I bring you our accessories catalog while I…?”
Be creative and original
As in the customer approach, be calm and creative at the end: The customer will definitely remember you.
If, contrary to expectations, the answer is “no”, it starts all over again: it is up to you to find out what is still bothering you, what has not yet convinced you, what information is missing. At this point you should be especially careful with the question why, why and why. The customer does not want and should not justify his decisions.
More knowledge - PDF download, eCourse on demand or personal advice
Offline download: Download this text as PDF - Read usage rights, Because we do not automatically submit the title of this text for privacy reasons: When buying in "interests" the title register if support is needed. After buying text exclusively Download at this URL (please save). Or for a little more directly an entire book or eCourse with this text buy, read on.
Read customer feedback and buy a book on this topic at a discount: Do you like this text and want to read more information about it? Buy the right book including this text, buy it here in two languages, as a member even with a 20 percent discount. Would you like to take a look at the book first? You can do this by previewing the book look at and then purchase on the book page.
German edition: ISBN 9783965961685
English version: ISBN 9783965961692 (Translation notice)
Your eCourse on Demand: Choose your personal eCourse on this or another desired topic, As a PDF download. Up to 30 lessons with each 4 learning task + final lesson. Please enter the title under "interests". Alternatively, we are happy to put together your course for you or offer you a personal regular eMailCourse including supervision and certificate - all further information!
Consultant packages: You want to increase your reach or address applicants as an employer? For these and other topics we offer special Consultant packages (overview) - For example, a personal phone call (price is per hour).