Closing is a salesperson's bread and butter. Without it, no salesperson can thrive. As a result, closing strategies aren't exactly for the timid.
You've worked hard to cultivate a relationship with the customer. You've helped them to understand your product inside-out. You've addressed their objections and given them compelling reasons to buy. Now it's time to get to the point — the most important- THE CLOSE!
The following closing strategies for sales are our favorite top 20 tips to closing the sale.
1. Direct Close- Directly ask the prospect to buy. "When do you want it delivered? Tomorrow?"
2. Positive Choice Close- Offer the customer two choices, both of which are a close. "Would you like it wrapped as a gift or just in a bag?"
3. Apology Close- Apologize for not closing the deal faster. "Oh yes, it's guaranteed for 5 years. I'm sorry I should have told you that earlier. We have a deal?"
4. Cradle to Grave- Tell the prospect there's never a perfect time to buy. Life is short and there's never perfect timing but we must get on with life (or business) anyway.
5. Minor Point Close- Assume that agreement on some minor point equals a close. "This model comes in black, silver and red". When the customer chooses a color agree and assume the deal is closed. "Black, okay black it is."
6. Balance Sheet Close- Together with the customer list out the pros and cons of a purchase. Make sure the pros column is longer and stronger. Assume the balance sheet is the final decision criteria. "Well, looks like the pros have it".
7. Shopping List Close- Point out that a choice meets all the customer's stated needs. If the customer told you they want a fast, reliable, roomy car point out that a particular model meets their criteria.
8. Indirect Close- Ask a question to prompt the customer to close. "How does that deal sound?"
9. Presumptive Close- Assume the deal is closed. "Great, so I'll have your account set up within 5 minutes."
10. Question or Buy Close- Push the customer to either keep asking questions or close. "Do you have any more questions for me?" If the customer has no questions assume that's a close.
11. Negative Assumption Close- Get the customer to explain why they shouldn't buy. "Why isn't this car for you?" Often the customer starts explaining why they want to buy.
12. Pressure Close- Indicate the you're running out of product or that the price is about to rise. "These are selling like hotcakes, this is my last one."
13. Puppy Dog Close- Give the customer the product for a trial period. "Okay, you take it for a day. Come back tomorrow and we'll do the paperwork".
14. Sales Contest Close- Indicate that discounts are unusually good because you're trying to win a sales contest. "I don't usually give discounts like this but this is the last week of our big sales contest. If I make this sale I win a trip to Hawaii". (don't lie it's bad karma, get your boss to sponsor a sales contest)
15. Conditional Close- Answer a customer demand with a proposal to close. If the customer asks for a free upgrade reply "If I can get you the upgrade, do we have a deal?"
16. Give-take Close- Give the customer something then take it away. Make them work to get it back. Finalize the deal with your consent to give it back. This works when you're pretty sure the customer is highly motivated to buy.
17. Ask My Manager Close- Answer a customer demand by offering to ask your manager. Indicate that you can only approach your manager if you've got a deal. If the customer asks for a free upgrade reply "We don't usually do that. However, if that's going to seal the deal I can ask my manager to approve it. I'll go ask her."
18. Handover Close- Hand the customer over to someone of higher rank. The new person comes in with the assumption that the deal is closed and they are there to finalize details.
19. Handshake Close- Make your offer and extend your hand for a handshake.
20. Repetition Close- It's tempting to try different mixes of tactics. However, customers often respond to the same tactic on the 2nd or 3rd attempt. The repetition close uses the same tactic again and again. For example, try Ask-My-Manager several times in a row. Indicate that your manager is increasingly impatient with the customer's wild demands.
The Marketing Magic is the set of strategic, tactical marketing tools that a company should use to produce a desired response from its target market. i.e. SUCCESS! It consists of everything that a company can do to influence demand for its product. It is also a tool to help marketing planning and execution.
The four P's of marketing: product, price, place and promotion. The marketing magic can be divided into four groups of variables commonly known as the four Ps:
Weaknesses of the marketing magic- The four P's of the marketing magic have a number of weaknesses in that they omit or underemphasize some important marketing activities. For example, services are not explicitly mentioned, although they can be categorized as products (that is, service products). As well, other important marketing activities (such as packaging) are not specifically addressed but are placed within one of the four P groups.
Another key problem is that the four Ps focus on the seller’s view of the market. The buyer’s view should be marketing’s main concern.
The four Ps as the four Cs-The four Ps of the marketing magic can be reinterpreted as the four Cs. They put the customer’s interests (the buyer) ahead of the marketer’s interests (the seller).
Good Morning, Lovers!
I cannot tell you how happy it makes us to see our new LA BLOG so well received. We are very humbled and grateful. We have a lot of plans here and we are very exited to have you join us on our journey. We have been busy updating our many sites and will continue doing so. You deserve it. That's the reason we are here, YOU.
Please tell your friends about us at Lover Antiques! They can find us here, Facebook and Instagram under Lover Antiques. THANK YOU FROM THE BOTTOM OF OUR HEARTS!
We wanted to share some of our #favoriteantiques. Do you have any pictures you'd like to share? Send them to me at email@example.com. More coming so check back very soon!
We love antiques of all kinds. Furniture, toys, home décor, comics, books and so much more. We have a bundle listed here. We'd love to see your antiques too. Please send them to us at firstname.lastname@example.org. We look forward to getting to know you and your antiques. Thank you!
Sales Strategy 2020 Part 1
Changing Definition Of Collectibles
The idea of collecting things has a very different definition then it did in the past. Many figurines, stamps, signed and numbered various plate collections were very popular and promised to hold their value 20 to 30 years ago. People still enjoy them, but they don’t have the value they once did and are not as popular for collectors to buy. There are still curios on the market such as Soviet rings and World War II memorabilia, but the emphasis is changing.
Now people collect things for enjoyment more than any potential monetary value that might accrue later.
Collectibles people have in their homes are things they might not even know they have or realize they are valuable, she says. Many people collect items they don’t even know hold value, such as vintage Pyrex bowl sets. Some bowl sets in perfect condition can bring in between $100 and $400 depending on style and collections.
Some people collect items for sentimental value and as heirlooms for their children. Others collect for fun, or because they like particular items, like those who buy and sell Hummels. Other favorite collectibles these days include old farmhouse style items, vintage linens, jadeite dishes, vintage toys, kitschy 1950s porcelain figurines, small antique furniture and authentic, signed art.
Collecting now days is something that varies based on what is popular and trendy,” she says. Most people collect things now because they like them, knowing that they will not get the value out of them again. The only things that maintain their value are art, gold, diamonds, and silver.
Clients looking to sell stamp collections, fine china or other valuables for a good amount of money to research on eBay and other online sites to educate themselves about what price to set.
When looking to find a price and value for your items, one thing to remember is people can ask whatever they want for a particular item and a lot of time price it emotionally because it means a lot to them or has been in their family for a long time. If you are using eBay, there is a filter that you can pick that will only display the sold items, and this will give you a much better idea of what items are selling for.
Another way to get an assessment of your items is to reach out to www.LoverAntiques.com or a local antique dealer, or antique shop. These businesses should be willing to give you a free evaluation of your collectibles. If you can take smaller items to your local antique shop, this could be a good option because antique dealers should have a good idea about the value of collectibles.
For instance, we have clients call us all the time and describe what they have or provide photos. We then research for them to see what we feel they could sell them for. If they have a houseful of stuff they want to sell and are downsizing, we come out to them; again free of charge to evaluate if an estate sale is a right step for them. Once our clients or we research, they are usually surprised at the actual value of their items.
People are understandably disappointed to find out the things they collected are not as valuable as they once thought, so her advice is for people to enjoy what they have and not collect for monetary value. Antique furniture also falls under the same category as collectibles, small pieces of furniture always sell, but not for what people feel they are worth.
We find that most of our clients value their collections and antiques through a lens of love or sentimental value. This, of course, is why they started collecting it in the first place, and why we typically tell people to keep these things or pass them down to a family member because they won’t get the value they want or replace the sentimental value it holds.
Don't Forget to Check Out Flea Markets, Antique Shops, Internet Shops too-
One person’s trash is another person’s treasure. Those looking to make money off collectibles should check out antique shops, the flea market, estate sales, and second-hand stores. Sometimes you will encounter valuable collectible items at low prices.
More Sales Strategy Options-
Many online website can provide some tips and suggestions to keep in mind for those who wish to sell their collectibles. They include:
Make sure collectibles are authentic. There are lots of fake collectibles on the market. Usually, low prices are a warning sign. Do your research: look for a date or a company logo;
Know the condition of your collectible. This information will help you determine a sellable value;
Timing is important. Is the economy in a downturn? Is it a seller’s market? Do your research. When the economy is good, and people are looking to buy collectibles, that is known as a seller’s market;
Advertise items for sale on social media.
Or contact www.LoverAntiques.com or email@example.com. We can help you, year round. Thank YOU!
Want to learn about our LA 3 Part Guide to Selling Strategies for 2020? Start With LA!
So you have some antiques you want to discover new homes for, but don't know where to start? Stay tuned for our 3 Part Selling Antiques Strategy for 2020! Discover our LA Blog and tell your friends about us! We'll be blogging our Part I very soon. Please comment if you want to read it!!
We will be featuring stories we receive from our many "lovers", aka antique lovers! Please contact us and let's discuss your antiques today.
LA Blog Entries: