“How do you like it so far?” “Do you think this will fit your needs?” “Is this the color you like?”
These little innocent “trial closes” give you a good way to get a feel for how much your customer likes the product, making it much easier to ask for the order at the right time.
Watch for what are called “closing signals” given off by your prospect. As soon as they use the term “mine,” it is time to ask for the order.
“Will mine come with that feature?” “Will mine be shipped to me or will you drop it off?” “Can I get mine in red?”
About the Author
Alan Sipe
President, Toolbox Sales and Consulting
Alan W. Sipe has spent the last 42 years in the basic hand tool industry including positions as President of KNIPEX Tools North America, Sr. VP Sales and Marketing at Klein Tools, Manager Special Markets at Stanley Tools and sales management at toolbox manufacturer Waterloo Industries. Currently Sipe is the owner of Toolbox Sales and Consulting specializing in sales strategy, structure, development and training. Sipe can be reached at [email protected] or 847-910-1063. Connect with Sipe on LinkedIn.
