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Dave Richardson

Try “One Last Question” to Get a Departing Customer to Buy

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WHY IT IS TRUE: The television detective Columbo would ask the suspect a series of questions. When he was finished, he would head toward the door. Just before exiting, he would turn around and say, “just one more question.” This would catch the suspect off guard and get an answer that the suspect had not planned to give.

PLAN OF ACTION: On rare occasions, this closing technique might help you get back into the sale.

HERE’S HOW IT WORKS: When the client turns to leave, you say, “Let me ask you just one more question if I may. I have such a vast knowledge of information that sometimes I have a tendency to leave out something important. Let me ask you, what was it that I failed to say? In other words, what questions do you still have in your mind?” 

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Why This Fourth-Generation Jeweler Chose Wilkerson for a Very Special Sale

Parian & Sons of Franklin Lakes, NJ was founded in the early part of the 20th century. But even stores that have successfully made it through the Great Depression, a World War and the Woodstock Generation must come to an end. With no family wanting to continue the tradition, the time was right for Glenn Parian and his wife, Maria, to retire. And what better way to do so than by hiring Wilkerson to help with the store’s liquidation sale. As Glenn puts it, with his credit card machine humming to the tune of up to 200 transactions a day, he couldn’t have done it without Wilkerson. “This is what they do,” he says. “This is what they do for everybody.”

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