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.
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