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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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This Third-Generation Jeweler Was Ready for Retirement. He Called Wilkerson

Retirement is never easy, especially when it means the end to a business that was founded in 1884. But for Laura and Sam Sipe, it was time to put their own needs first. They decided to close J.C. Sipe Jewelers, one of Indianapolis’ most trusted names in fine jewelry, and call Wilkerson. “Laura and I decided the conditions were right,” says Sam. Wilkerson handled every detail in their going-out-of-business sale, from marketing to manning the sales floor. “The main goal was to sell our existing inventory that’s all paid for and turn that into cash for our retirement,” says Sam. “It’s been very, very productive.” Would they recommend Wilkerson to other jewelers who want to enjoy their golden years? Absolutely! “Call Wilkerson,” says Laura. “They can help you achieve your goals so you’ll be able to move into retirement comfortably.”

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