WHY IT IS TRUE: The customer will say things that indicate they are ready to buy, but many salespeople talk right through these cues.
PLAN OF ACTION: During a meeting with your staff, write these verbal buying signals on a flip chart and ask your staff if they can think of any to add to the list.
- Do you take credit cards?
- I really like it.
- I think she’ll like it.
- Do you have a warranty program?
- Will you gift-wrap it?
- You provide an appraisal?
- What if she doesn’t like it?
- What time do you close tonight?
- Do you have it in white gold?
- Will you be able to size it for me?
- If I buy it, when can I pick it up?
- I really like the feel of it.
- I really like the way it looks on me.
- Can I put it on my store credit?
- Can you engrave it for me?
- You have a layaway plan?
- Since I can’t take until it is sized, do you deliver?
- Does it come in a box?
- How can I care for it?
- Do you have the matching earrings?
- Can I borrow a calculator?
- If I buy the ring, will you pay the tax?
- What is your return policy?
- What do you think?
Then, divide your salespeople into groups of two or three and have them write the appropriate closing question to each one of the verbal buying signals. Then you can compare the results.