Retail Sales PRO is the #1 most respected going out of business sale consultants company. 7. Top 4 Sales Closing Techniques. Resource Type: eg. You should ensure that you're talking about key business drivers such as reduced operating costs, increase sales conversation rates or improved efficient. Retail: closing the sale. Keep count one day of every customer you encounter and every customer you ring up. Know your sales closing ratio. Questions require direct answers that help sales reps better understand how the prospect is feeling about the deal. PID: eg:3215. In sales terms, closing is generally defined as the moment when a prospect or customer decides to make the purchase. While sales close rates vary from industry to industry and company to company, the sales professional can agree that they’d all like to close more deals and more often. Here are 10 simple ways you and your staff can improve your retail sales slump or if you're just having a slow day. The assumptive close helps put sales professionals in a better state of mind because they assume that the customer is going to make a purchase. A consultative sales closing question allows the prospect to come to the final purchasing decision on her own terms, not yours. Description: This workbook looks at responding to objections and how to close a sale including verbal and visual buying signals. A popular closing technique, the Assumptive close is where the salesperson assumes that the deal has been made. Active listening isn’t just about standing in front a customer silently. The Assumptive Close The assumptive close is normally used in a setting where the prospect has expressed some interest in the product but seems unable to make a commitment or foreign to the normal buying process. 10. Tell Stories with Contrast. Any examples that are given will be general. All prospects have problems to solve, and they’re looking to buy solutions. Sales 6 Effective Sales Strategies to Close Deals Faster Shortening the sales cycle can lead to explosive growth. This can be unnerving, especially for new salespeople, as it leaves the salesperson open to the chance of rejection from the prospect. Every product purchase creates an opportunity for another product sale. In sales – and especially in closing – knowledge is power. What do you think?' Lowering your prices might bring in customers, but if you don’t execute your sale properly, you could cut into your profits and even damage your brand and your reputation. In my retail selling system,the final stage is where your customer commits to the product. Shutting down a retail store is a lot tougher than closing a home office or a website. The next three of these goals are best understood as how you can turn the small business sales funnel into a cycle of repeat business and ongoing growth. Involves using appropriate language for effective speaking and listening. It’s that simple: You can’t afford to say no. It follows a logical progression. Convincing your customers to change their status quo and choose you isn’t enough to close the sale. Make sure you're clearly able to articulate the business value of your offering. Ask for the order It has been estimated that 7 out of every 10 presentations end without the salesperson asking for the order. Stores closing in 2020: At least 320. [[Image:Excel in a Retail Job Step 8.jpg|center]] 2. No matter how good of a salesperson you are, you have to "close the sale." Discount promotions are one of the most common approaches for increasing retail sales. Ideally, you should succeed in closing every sale using either the soft or hard approach. You also have to dispose of all your unwanted inventory. At first, this might be one out of every 10. The Assumptive Close. With that said, let’s dive into the post. 2. Traditional selling tactics may work not as well as before, so we’ve added new recommendations to help increase your retail sales. Train often. Moving Sale is a store closing sale where the retailer is going to close a brick and mortar store and move the operation to a new location or consolidate it with an existing operation. Sales reps use this technique when the prospect has checked most of the boxes in each step of the sales process but has not yet confirmed the deal. Find great deals and fantastic savings in the Debenhams closing down sale, including fashion, beauty, homeware & electricals. The closing down sale means that its 124 UK stores and the website are continuing to trade. Adding metrics makes your message even more impactful. Standard Delivery £2.99 on all orders. Categories. One of the most important stages of selling is closing the deal, which is the actions taken by the sales person to gain agreement to the sale. So why wait for the big holidays? Here’s your bible for closing the sale. Best business liquidators, retail liquidation specialists and store closing down experts. Latest updates on stores, deliveries & returns. But, people love to celebrate. Very few prospects will self close, making it necessary for the salesperson to instigate the close. The purpose of this page is to look at nine ways of closing the sale. Create Your Own Holiday Most retailers only celebrate the national holidays like July 4th or Christmas. They love excitement. The logic is quite clear: as long as salespeople keep on closing sales and bringing revenue, how they do it – is their own business. It is usually a result of selling the building, expanding on contracting the retail square footage necessary to run the business or failure to reach an agreement on a new lease. Sales closing questions are used to seal the deal. With bricks and mortar sales plummeting to the worst level since the 1990 recession, retail experts are warning as many as 170 stores across the county could be forced to close … Create a holiday of your own. Typically, a salesperson stands at the sales counter and waits until the customer finishes looking at the merchandise and says, "okay, I'll … The choice of using a soft close versus a hard close depends on the prospect. When should I be looking for buying signals? And you have to settle up with employees and the various tax authorities. Sales is not mystical or mysterious. Use these four sales closing techniques to create urgency, drive consensus among stakeholders, and convince your buyers to take action now. If you follow these eight steps you increase your odds of making the sale: Conduct pre-sale research. Filter your selection. It’s important to choose your words wisely. The close you choose should be based on what you know about the prospect and the type of close you believe they will be most open to. You have to get out of your lease, unless you close on the day it expires. Know your impact. But just because discount promotions are popular doesn’t mean they’re always effective. In stock for home delivery! For any retail merchant that needs to see a speedy uptick in sales, implementing proper upsell training for their staff is probably the most efficient available in terms of boosting sales. As long as the sales pro makes sure that each step of the sales process is covered and provides enough value to the customer, assuming a sale will close is a powerful and highly effective closing technique. It's often called the close. Thou shalt attempt a second sale. Divide the two to find your ratio of sales to visits. Getty Images. Here are 19 proven sales closing techniques every rep should consider: The Now or Never Close The Option Close The Something For Nothing Close The Assumptive Close The Inoffensive Close The If I – Will You Close The Backwards Close The Puppy Dog Close The Scale Close The Hard Close The Summary Close The Take Away Close The Question Close The Ben Franklin Close The Impending … Five things you can do to get better at closing sales. Using the right persuasive language in your closing technique can have a big impact on the outcome of a deal. However, it has been reported that the liquidation should be complete by the end of this month. Free consultation, assistance and a stepwise shut down plan. This way, when it's time to sell a product or service to a customer, you'll be well-informed and can confidently close the sale. There are many closing techniques in sales, which are prescribed actions that sales people take to persuade the customer to make the necessary commitment. Here are some proven strategies to close your deals faster. This gives you the number of sales you close compared to the number of presentations you make of merchandise. Skip to content Skip to main navigation Skip to footer. The most important step in the sales process is often one of the most neglected. Almost all retail stores provide some kind of basic training to new associates, typically outlining the proper procedures of your position and how to handle common customer scenarios. The Assumptive Close . Editor’s note: COVID-19 has dramatically changed the retail landscape. We know this is a tough time for retailers, so we hope you find these tips useful. 1. Filter. But, unless you are a natural-born sales rep, you can significantly benefit from a standardized sales process and improve measuring, forecasting and general management of sales. IC: Throughout the four stages of the selling cycle: opening; identifying customer need; presenting solutions; and closing. Be a storyteller. More than 70% of salespeople say closing more deals is their top priority. Breaking the Lease. Ian Cochrane (IC), of sales-training consultancy Gazing Performance Systems, reveals how to close a sale. 9. By John Brandon @jmbrandonbb. There are a few important things you should be doing to engage in this practice: The most important part of active listening is to not form a response while the customer is speaking. 1. On a retail sales floor, a majority of the time, the customer does the work to close the sale instead of the salesperson. Learn to close the sale not just make a sale." With the answers you are given, not only will you thoroughly plan out a great strategy to close the deal, but you can make sure the client is happy with the end results. Closing down sale. When you ask close ended questions for sales deals, you can piece each answer together. As … The best time to get out of your lease is before you sign it. When you do, you lose your perception as a problem-solver and instantly close the door to a room full of possibilities. Techniques > Sales > Closing Techniques . Like a gamer shooting at enemy targets, GameStop is picking off store locations that it believes are too close to one another and aren't helping sales. An example of a good sales closing question would be, 'It seems like [product] is a good fit for [company]. Check out the tips below, put them into action, and you should find yourself successfully closing sales: Practice Active Listening. The process of selling begins before you even meet a prospect. 5 Closing Statements to Make in a Sales Email The last thing you say in a sales email is often the most important. Let the numbers do the talking .