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The Bail Out Close In Furniture & Mattress Stores

One of my friends called me to share with me her surprise that I did not include what she calls the Bail Out close in my last article. Evidently she was impressed at how effectively I used this close when I worked retail in the early 80s to the early 90s. It only works if you work! Go to my website at http://peteprimeau.com to read this article. There are videos embedded in this article that will help you make more sales! One of the videos will not be posted for a couple of days.

Warning- This close will not pull a bad sale out of the fire! It only works when you have established rapport, thoroughly explored their needs, and presented solutions that seem to fit their needs and wants. What my friend calls a close, I simply call reading the customer.

Read- Reading your customer’s verbal and non verbal communication is one of the keys to closing the sale. Your ability to read your customers and give them the information they need to make a buying decision is only part of the process. Knowing when a couple needs space to talk and giving it to them is more art than science. If you give them the space they need before they ask for it, you will gain a high degree of trust. You will not find this in any selling course. I learned this through trial and error. Enjoy this video! (will be posted in a couple days)

Now!- When I have answered all their questions. I usually ask, “Do you have any other questions?” If they have questions I answer them. If they don’t, I excuse myself. The magic is that I offer to give them some time and space alone to discuss their decision. This builds trust with the consumer. There are sales gurus out there that believe that you should never leave the customer alone until the sale is closed. Experience has taught me that customers need to discuss things amongst themselves. They will discuss it in the store where you could possibly clarify something or at home where you have no opportunity to help them. Which do you prefer?

How- How I dismiss myself is dependent on a host of factors that I weigh. In the end I go with my gut. I do not think about it. Here are some of the ways that I do it. I will say, “Folks, I’ll be back in a few minutes. Do you have any questions before I leave?” Or “I can see that you need to talk. Can I answer any questions for you before I leave?”

Re-Approach- When I re-approach I am closing and reading at the same time. I tailor everything to fit the situation. Chances are I will assume the sale or do an alternate of choice close. Think about Kenny Rogers and the song The Gambler for inspiration regarding closing.

Action Step- Please post your comments or questions. I answer them all.  There have been entire books written on closing sales. Please post your favorite closes.  For more ideas or to share successes please call me at 419-560-3169.

Wishing You Success,

Pete

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Comments (2)

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  1. Pete says:

    Pete,

    I enjoyed your “Bail out close”. I think you’re right. It’s not really a close.
    It is a professional sales person knowing when & how to give a customer space.

    Many sales people are afraid to use this because the customer is on a string &
    the sales person doesn’t want to leave them. Not for a phone call or almost any other reason.
    This is so, because the sales person didn’t logically make the case for the customer to purchase.
    Therefor, they feel the need to stay in the consumer’s presence for fear that they need to keep up the pressure.

    I applaud your knowledge of selling & feel that closes should be taught at 2 levels. Beginner & advanced.
    Advance techniques should only be attempted by those that are experienced.
    Many sales people lose sales without ever knowing why! To me, that is what makes the difference
    between a real pro & a sales wannabe. Like any craft, sales needs to be refined, practiced & perfected.

    Kind regards,
    Ira Fishman
    EVP National Sales
    Anatomic Global.

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