PROFESIONALS USE PLEASANT SURPRISES TO CLOSE SALES
There always a number of unexpected tactics that top professionals come up with that many of us would probably avoid or dismiss. One I was told of a while back really tickled my fancy and the manner in which it was used was (in my opinion) absolutely brilliant in the circumstances.
On this occasion the salesperson has been labouring during the final presentation and was aware that if he continued on much longer the prospect of making a sale would wither away. Then he remembered something he had read a while back in a magazine, which went something like, an unpleasant surprise can kill a sale, but a pleasant surprise can help close a sale – and adding an unexpected bonus immediately before your prospect takes the last action to complete a sale will eliminate any last minute hesitation.
He was selling commercial steam cleaners and simply suggested that he would endeavour to secure enough chemicals to last 6 months if the prospect was prepared to purchase the product immediately. He immediately got the nod, and an appropriate commitment to buy from the client before he called the office. The additional chemical was approved and the sale was transacted on the spot.
YOU COULD PROVIDE FAST DELIVERY – EVEN WHEN YOU CAN’T
Many products cannot be delivered immediately out of a warehouse for a variety of reasons. I can be because of logistics, testing, cleaning, packaging or even warehousing in a different location. Whatever the reason, immediate delivery may be out of the question at the time the sale was being negotiated. But that does not mean that you can’t promise immediate delivery. There has to be something that is a part of the sale that can be delivered immediately or perhaps something that can be added to that sale that you can deliver immediately. Thinking outside the square is important here. I have been involved with the sale of a number of products that if they weren’t delivered immediately would have the opposition around there ensuring their product would have been delivered immediately. The real bottom line to many competitive businesses is simply this – the faster you can deliver your product or service the more sales you get.