From the author:
Get a perfect finish
Whatever comes to your conclusion: Please make sure that there is a qualification at all. Summarize what has been said, what has been agreed, and what is still to be done: This creates binding and secure for the customer.
It does not matter what your customer was like when he entered your store or when you saw him in his office for the first time: after the conversation, he should be in a good mood! Like the speech, the first words, the last words remain in strong memory.
6 tips for perfect completion
That's why I'll give you 6 tips here for the perfect call to a meeting - including wording for a conversation end, with which your customer is really satisfied.
1. The recommendation strategy
At the end of a customer meeting, you can ask factual or personal questions, be creative and original. There are, however, a few other strategies that are promising and trigger positive emotions for the customer:
If you decide to do so, please make sure that your customer is really someone who needs references. There are a great many people who are extremely individualistic and do not sell anything that "everyone else has".
2. give safety
On the other hand, there is security for other customers when they know that this item has been sold millions of times and that the market leader uses it. Especially in the service industry, more specifically in industries where you can not show a finished product, such references are extremely important.
That is where your trust builds up, so please pay attention to clear and unambiguous phrases.
3. The appeal strategy
If you realize that the atmosphere is relaxed and confidential, and the customer has gained confidence in you, you may just "mentally" nudge him briefly. They appeal to the needs of your client: for example, pride, the urge for freedom or individuality.
- "You are well known in the industry for innovation ..."
- "If THIS suit does NOT stand YOU, then who then?"
- "If you can't afford this dream car, who can?
- "You Company is perfect for such an efficient production line. "
Of course, the customer should feel flattered, so you really only say such things, if you mean so.
4. The humor strategy
What's stopping you from being humorous at the end? If you had an open conversation with your customer, if you have laughed every now and then, then you can also complete sales with a sense of humor.
An ironic "Come on, buy now, otherwise the night watchman will immediately close us" or a self-deprecating "Order quickly, otherwise my employer will launch a new model on the market" brings you closer to your ultimate goal: a customer to win, who trusts you and likes to come back.
5. After the conversation, the customer should be "in a good mood"
If you are really struggling and the customer is not allowed to buy, then the following sentence helps you: You do not get every customer. But you should at least try. The last sentences are decisive!
Here you have a great opportunity to strengthen your impression of your personality so far. Whether we call it professional farewell or emotional conclusion: the decisive factor is what the customer still connects with you a day later.
6. Here are 5 formulation aids and examples of successful final sentences
- The most important tip first: thank you for the order. Not this automatic thank you, but the thank you, which comes from the heart. It is by no means a weakness, if one admits that one is pleased, and then expresses. On the contrary, it demonstrates strength and sovereignty and makes you personable.
- Point out the news to the customer when leaving or shortly before: "I'll bring you xxx on the next visit." This creates curiosity and you have a hanger for the next conversation.
- If you're a retailer, and you're not there at the same time every day: Tell your customer when he'll meet you - if he wishes something else: "If you have any questions, I'm always on 14 from Tuesday through Thursday : 00 Watch in Business, Fridays from 12: 00 Watch. Talk to me again. "That shows him that you are truly caring.
- Even if it is time and time again to the Floskel, it is perfectly in order, the customer still good shops or even many nice customers to wish. As long as it is serious and authentic, he will be happy about it.
- Send your customers home with positive words and give them a serious feeling to be there for the purchase. Create commitment, because that also creates trust.
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