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S
o, you
know how to identify the decision maker, ask the probing questions, and
resolve objections, but you still aren’t able to close the sale? Maybe
it’s your clincher.
The clincher is the question, statement, or idea that moves the prospect
toward the sale.
The clincher forces the prospect to see what your service can do for
her—why it is the right solution for her business. One way to move the
prospect toward the sale is through specific “if/how” questions, such
as:
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If
this Web storefront with Internet processing gets you just five news
orders a day, how will that affect your bottom line?
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If
you were able to move your terminal around the store with the
customer, how would that affect your sales?
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If
your employees could swipe a gift card, just like a credit card, how
would that affect your training time?
These questions force the prospect to visualize using the product and
anticipate the benefits. As she responds to your queries, she will
articulate why the service will work for her, and why she needs it.
That’s the clincher. Then, you need only ask for the sale!
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1995-2000
The Green Sheet, Inc.
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