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

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

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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If It’s Time to Consolidate, It’s Time to Call Wilkerson

When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

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