Paint Inc.—July, 2017

By Contributing Writer,

  Filed under: Department, Paint Inc.

By MARC GORDON
Contributing Writer

You’re Good To Go

You’ve captured their interest, presented your advantages, and defined your value. They love what they see and hear. Now all you need to do is close the sale. For many pro painters, this is the hardest part. You’d rather just paint, after all. Plus you don’t want look desperate and drive them away. These five “soft” closing techniques can make things go smoother for you and your client.

• “Are we good to go?” In many cases, the customer is ready to buy, but can’t bring themselves to say yes. They are subconsciously waiting for a cue from you to let them know it’s okay to commit to the deal. Use this close when the client no longer has anything to say or ask while still clearly showing interest.

• “With your OK, we can start right away.” Some customers want to be made to feel they are in charge—even though they already are. This puts them in the driver’s seat by showing them you are ready to commit upon their approval. It also presents them with an immediate benefit to saying yes.

• “Are there any other questions I can answer for you?” When it appears the customer understands all the relevant information, pop this question. If they have more questions, great. If not, come back with one of the two previous close techniques.

• “How would you like me to follow up?” Not all sales will be closed right away, and this still keeps your customer feeling that they are in the driver’s seat no matter what kind of vehicle they’ve got. While this is not technically a close, it does allow you to keep the door open on your customer’s terms while maintaining dialogue.

• Silence! You would be surprised how often people talk themselves into something! A customer that talks is a customer that’s interested. So who are you to stop them? Sit back, smile, and listen. Then when they’re done, ask them if they’re “good to go.”

Marc Gordon is a recognized marketing expert, speaker and strategist. His articles appear in over 200 publications worldwide. Visit marcgordon.ca or his online show at marctv.net for more business tips.