The most important pointer I can give you is what to say after you ask for the order.
Say nothing. When you ask your closing question, be quiet. Don’t fidget, don’t move around, just sit or stand there quietly. It may seem like an eternity and it might take a minute or two depending on the size of the sale. Give your customer all the time they need to decide. Interrupting their thoughts by adding some additional thoughts will not help and could kill the sale.
As a mobile jobber, you are likely good at keeping conversation flowing and making customers feel at ease, so staying quiet may feel odd or uncomfortable. But try it out and you may find you have more success using this tactic than you expect.
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.
