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 that with" have to worry about anything "?"
- "Is this the model you were looking for?"
- "Did that mean 'efficient cooperation'?"
- "Did you imagine that?"
The end of the sales pitch is important
You will have found that these are all closed questions, no more open W-questions; This is all about making a decision, ie "yes" or "no", order now or maybe later.
The end of the sales pitch is important: for now is about to reach a decision; the customer should say "yes" or "no". It's simply about the question: Order now or just tomorrow - or maybe not at all?
Final questions - objectively or personally?
If the customer answers your question as expected with "yes", everything is in perfect order, then all you have to do is ask the last final question. This is quite factual:
- "Do we want to do it like that?"
- "Should I bring it to the cash register?"
- "Should I pack it as a gift?"
- "Where can I send the order confirmation?"
- "Where should we deliver?"
Or creative and personal:
- "Do you want to make yourself happy with this great watch?"
- "Do you ever want to try your new tablet while I enter and print the bill?"
- "Should I get 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 the answer is unexpectedly "no", it starts again from scratch: It is up to you to find out what else bothers him, which has not quite convinced him what information is missing. At this point you should be especially careful with the question why, why, why. The customer does not want to and should not justify his decisions.
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