When your customer contacts you for information on something, a great selling technique is the assumptive close. For example, when a customer calls you for information about a storage unit, assume the sale is yours.
“Thanks for calling me in on getting you a new cabinet. Let’s sit down and write the order to meet your needs.” “Thanks for calling me to get your new XYZ. When should we schedule delivery?”
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.
