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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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Moving Up — Not Out — with Wilkerson

Trish Parks has always wanted to be in the jewelry business and that passion has fueled her success. The original Corinth Jewelers opened in the Mississippi town of the same name in 2007. This year, Parks moved her business from its original strip mall location to a 10,000-square foot standalone store. To make room for fresh, new merchandise, she asked Wilkerson to organize a moving sale. “What I remember most about the sale is the outpouring excitement and appreciation from our customers,” says Parks. Would she recommend Wilkerson to other jewelers? “I would recommend Wilkerson because they came in, did what they were supposed to and made us all comfortable. And we met our goals.”

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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

Moving Up — Not Out — with Wilkerson

Trish Parks has always wanted to be in the jewelry business and that passion has fueled her success. The original Corinth Jewelers opened in the Mississippi town of the same name in 2007. This year, Parks moved her business from its original strip mall location to a 10,000-square foot standalone store. To make room for fresh, new merchandise, she asked Wilkerson to organize a moving sale. “What I remember most about the sale is the outpouring excitement and appreciation from our customers,” says Parks. Would she recommend Wilkerson to other jewelers? “I would recommend Wilkerson because they came in, did what they were supposed to and made us all comfortable. And we met our goals.”

Promoted Headlines

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