Closing the Sale - it’s about getting Commitment

Conor Morris, Evolve Consultants www.evolve.ie

Action is movement

One of the main reasons some retail sales reps do not make a sale when they should have, or that the sales cycle is too long at times, is because the seller hasn’t got a clear picture what they are trying to achieve at different points of the interview.

Action is what is required at all points of the customer encounter so that you can move closer to a close. Action is movement. It’s all about getting commitment. Remember, you must ask the correct questions - the type of questions that will move things forward. Here is a list of commitment questions, sent to me by a colleague Art Sobczak, which will help you move the sales process forward:

• What will happen between now and our next contact?
• If you like what you see in our demonstration, will you buy?
• Are you comfortable taking this to you boss with your recommendation that goes with it?
• You’re going to survey your staff and get their input on what features they’d like to see, and you’ll have that information by the next time we talk, correct?
• By when will you have had a chance to go through the material so we can speak again?
• Is this the product that you’d personally like to invest in?
• If you decide to change vendors before my next call, will you call me?
• The next time you need these types of supplies, would you buy them from me?
• When you send out your request for tenders, may I be included?
• Shall we get started?
• Would you like to buy this?
• May we do the paperwork now?
• If my proposal contains all these items, will you approve it and go ahead with our plan?

Try these questions out - remember, it’s all about getting commitment!