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Sales Truths: Either-Or Closes Many Sales

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WHY IT’S TRUE: During the course of the sale, customers will frequently express their interest in an item with a statement such as, “I think she would really like that.” This is a very clear buying signal and represents a great opportunity to use the “either-or close.” 
 
PLAN OF ACTION: Respond by offering the customer two options that will meet their needs and close the sale. To someone who is buying a gift you might say, “Great, why don’t I gift wrap this for you?” To someone purchasing for herself say, “Would you like to wear it or would you rather have me place it in one of our beautiful boxes?” Their response will automatically close the sale.

 


 

This article originally appeared in INSTORE in November 2008.

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Thinking of Liquidating? Think: Wilkerson

When Peter Reines, owner of Reines Jewelers in Charlottesville, VA, decided it was time to turn over the “reins” of his 45-year-old business to Jessica and Kevin Rogers, he chose Wilkerson to run his liquidation sale. It was, he says, the best way to maximize the return on his decades-long investment in fine jewelry. Now, with new owners at the helm, Reines can relax knowing that the sale was a success, and his new life is financially secure. And he’s glad he partnered with Wilkerson for this once-in-a-lifetime opportunity. “There’s just no way one person or company could run a sale the way we did,” he says.

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Dave Richardson

Sales Truths: Either-Or Closes Many Sales

mm

Published

on

WHY IT’S TRUE: During the course of the sale, customers will frequently express their interest in an item with a statement such as, “I think she would really like that.” This is a very clear buying signal and represents a great opportunity to use the “either-or close.” 
 
PLAN OF ACTION: Respond by offering the customer two options that will meet their needs and close the sale. To someone who is buying a gift you might say, “Great, why don’t I gift wrap this for you?” To someone purchasing for herself say, “Would you like to wear it or would you rather have me place it in one of our beautiful boxes?” Their response will automatically close the sale.

 


 

This article originally appeared in INSTORE in November 2008.

Advertisement

Advertisement

SPONSORED VIDEO

Thinking of Liquidating? Think: Wilkerson

When Peter Reines, owner of Reines Jewelers in Charlottesville, VA, decided it was time to turn over the “reins” of his 45-year-old business to Jessica and Kevin Rogers, he chose Wilkerson to run his liquidation sale. It was, he says, the best way to maximize the return on his decades-long investment in fine jewelry. Now, with new owners at the helm, Reines can relax knowing that the sale was a success, and his new life is financially secure. And he’s glad he partnered with Wilkerson for this once-in-a-lifetime opportunity. “There’s just no way one person or company could run a sale the way we did,” he says.

Promoted Headlines

Most Popular