This close doesn't include brass knuckles or physical threats. This is a close that only fits when selling a tool that the customer uses all the time.
Jobber: “I know in your job you use this tool multiple times every day as do your coworkers. I’m pretty sure that if you want to borrow the tool more than a time or two your coworkers will not be happy with you. Let’s get you set up with this new tool so you can get back to work without bothering your friends.”
Realizing the fact that selling can become monotonous sometimes, a fun way to spice it up is to try to successfully use different closing techniques. I’m sure you have some of your own you use from time to time in varying situations.
Remember, no matter what closing technique you use you must ask for the order and be quiet until the customer answers.
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.