Connect with us

Sales Truths: Either-Or Closes Many Sales

mm

Published

17 years ago

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.

Related Topics:

click to Comment(Comment)
Advertisement

SPONSORED VIDEO

After 35 Years in Kent, Bonaci Fine Jewelers Found the Right Partner to Close the Right Way

Bob Bonaci spent 35 years building a jewelry business and community presence in Kent, Washington. When he decided it was time to retire, he knew the process would take careful planning — and the right help. Fellow jewelers who’d been through it pointed him to Wilkerson. The results exceeded expectations. Wilkerson’s hands-off approach let Bonaci step back while the team handled every detail, meeting his personal and financial goals throughout. “It is phenomenal, the success that we’ve had.” Watch Bob share his retirement story.

Promoted Headlines

Most Popular

Dave Richardson

Sales Truths: Either-Or Closes Many Sales

mm

Published

17 years ago

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.

Related Topics:

click to Comment(Comment)
Advertisement

SPONSORED VIDEO

After 35 Years in Kent, Bonaci Fine Jewelers Found the Right Partner to Close the Right Way

Bob Bonaci spent 35 years building a jewelry business and community presence in Kent, Washington. When he decided it was time to retire, he knew the process would take careful planning — and the right help. Fellow jewelers who’d been through it pointed him to Wilkerson. The results exceeded expectations. Wilkerson’s hands-off approach let Bonaci step back while the team handled every detail, meeting his personal and financial goals throughout. “It is phenomenal, the success that we’ve had.” Watch Bob share his retirement story.

Promoted Headlines

Advertisement

Advertisement

SUBSCRIBE
INSTORE Bulletins
BULLETINS

INSTORE helps you become a better jeweler
with the biggest daily news headlines and useful tips.
(Mailed 5x per week.)

Advertisement

Most Popular