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Shane Decker: Think Fast, Then React

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Analyze your presentation while the customer is still in front of you and your closing ratio will go up.

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You’ve reached the end of your presentation. You think you’ve done everything right. But the customer must not agree, because you’re not able to close the sale.

Think fast. You owe it to yourself, your store, and most important, your customer to take a hard look at what you’ve done, discern where you’ve fallen short, and try again to close the sale. Ask yourself this series of questions:

• Did I thoroughly romance the item being sold?
• Did I handle and close all of the customer’s objections?
• Did I ask enough relationship questions and get to know the customer?
• Did I close properly throughout the presentation?
• Did I ask enough sale-specific questions?
• Did I romance the reason they came in and make it a bigger deal than they thought it was?
• Did I cover all the points in the anatomy of the sale?
• Did I sell company benefits throughout the presentation to give people peace of mind and freedom from risk?
• Has the customer’s experience been unforgettable?
• Does the customer have a chocolate chip cookie and cup of coffee in his hand?
• Am I the right sales associate for the customer’s personality?
• Am I showing the customer what he wants, or what I want him to have?
• Did I get him to laugh?
• Did I discuss price at the right time and say it correctly (never say “thousands,” “hundreds” or “dollars”)?
• Was the item being sold in the client’s hand or on his person during the presentation and when I told him the price?
• Did I offer a negotiation before one was needed?
• Did I exude professionalism, self confidence and product knowledge throughout the presentation?

If your answer to any of these questions is incorrect, it’s time to redo that part of your presentation.

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Learn how to analyze your own presentation, uncover what you’ve left out, and your closing ratio will go up.

Shane Decker has provided sales training for more than 3,000 stores worldwide. Contact him at (317) 535-8676 or at ex-sell-ence.com

This story is from the October 2009 edition of INSTORE.

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Wilkerson Testimonials

Retirement Made Easy with Wilkerson

The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. Our experience was a tremendous success.”

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Shane Decker

Shane Decker: Think Fast, Then React

mm

Published

on

Analyze your presentation while the customer is still in front of you and your closing ratio will go up.

{loadposition shanedeckerheader}

You’ve reached the end of your presentation. You think you’ve done everything right. But the customer must not agree, because you’re not able to close the sale.

Think fast. You owe it to yourself, your store, and most important, your customer to take a hard look at what you’ve done, discern where you’ve fallen short, and try again to close the sale. Ask yourself this series of questions:

• Did I thoroughly romance the item being sold?
• Did I handle and close all of the customer’s objections?
• Did I ask enough relationship questions and get to know the customer?
• Did I close properly throughout the presentation?
• Did I ask enough sale-specific questions?
• Did I romance the reason they came in and make it a bigger deal than they thought it was?
• Did I cover all the points in the anatomy of the sale?
• Did I sell company benefits throughout the presentation to give people peace of mind and freedom from risk?
• Has the customer’s experience been unforgettable?
• Does the customer have a chocolate chip cookie and cup of coffee in his hand?
• Am I the right sales associate for the customer’s personality?
• Am I showing the customer what he wants, or what I want him to have?
• Did I get him to laugh?
• Did I discuss price at the right time and say it correctly (never say “thousands,” “hundreds” or “dollars”)?
• Was the item being sold in the client’s hand or on his person during the presentation and when I told him the price?
• Did I offer a negotiation before one was needed?
• Did I exude professionalism, self confidence and product knowledge throughout the presentation?

Advertisement

If your answer to any of these questions is incorrect, it’s time to redo that part of your presentation.

Learn how to analyze your own presentation, uncover what you’ve left out, and your closing ratio will go up.

Shane Decker has provided sales training for more than 3,000 stores worldwide. Contact him at (317) 535-8676 or at ex-sell-ence.com

This story is from the October 2009 edition of INSTORE.

Continue Reading
Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Retirement Made Easy with Wilkerson

The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. Our experience was a tremendous success.”

Promoted Headlines

Most Popular