Any order taker or even a technician can tell someone the benefits to whatever it is your company sells. (Hope that doesn’t hurt to hear) But, it’s the approach into the “close” that can set up an easy, non-objecting “close”. Yeah, you got it…”non-objecting”. Why? Because you go through the start of the close as a team, you with them, it eases a lot of possible issues. They don’t feel like they are doing it alone. In fact, they feel empowered by your “joining” them as they take the first few steps towards the “close”.
I often use phrases like “So, why don’t we do this…” or “Let’s do the smart thing here and do this…” – as simple as these examples seem, the inclusive style of this approach to the “close” allows the customer to render themselves a willing follower of your expert advice. Yeah…remember? You are the expert when you approach your customer; hence you get to tell them what they should do – at least I would hope that you would join me in assuming this.
Creating the “we” in the relationship during the approach of the “close” makes your customer more willing to continue to follow your advice for all the other parts of the sale – deposits or follow-ups. You are now both “in this together”, so to speak, and you can begin to develop a teacher/student type relation that will grow into a great steady customer.