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There are many suggestions for closing a sale and they usually come to you at the right time. Some examples are: "We pay the freight" . . . "We can allow you 30 days" . . . "We allow an extra 2 per cent discount" . . . "Will you be kind enough to let us have your signature?" . . . "Will you be kind enough to okay this order?" (Never ask a prospect to sign anything because he does not like the word "sign.") . . . "What time will it be convenient for you to see the ex- aminer?" . . . "How is your physical condition?" . . . "Do you write your name Thomas J. Watson or Thomas Johnson Wat- son?" . . . "What is your wife's full name?" . . . "We have a good trade-in value." No matter what the terms of your proposition, you must frame them in the most attractive way. Make them sugges- tive, alluring, and compelling. Send feelers out every so often to the prospect. If they do not click then begin all over again by saying, "Mr. Sloan, I really feel that you do not fully understand what this proposition means to you." Then launch right back into the proposition, giving each step and HOW TO CLOSE A SALE 93 calling his attention to one particular point that will enable you to stress the value and advantages of your proposition more fully. Then say, "You are a friend of Mr. Smith, who just bought this proposition and who is highly pleased with it. I am sure I can render the same kind of service to you." |
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