One of the first things I do after buying a new car is get the windows tinted. It keeps your car cool in the summer, and I enjoy the extra privacy.
Last time I had my windows tinted I learned a lesson on closing a sale after getting the dreaded "I need to get two more bids" objection.
The day after I bought my car, I looked up "window tinting" online, and found a few places to choose from. One of them was on my way home from work, so I decided to stop by.
When I walked into the store, the receptionist, who was also the salesperson, greeted me, and then asked how she could help.
I explained that I was looking for a price to tint my windows. We discussed all the options, prices, and how fast they could get it done.
After taking notes on my iPhone, I thanked her for her time and headed for the door. My plan was to get a couple more quotes to make sure I was getting a fair price.
But then, she closed me.
"Would you like me to go ahead and put you on the schedule? You don't have to put any money down, and you can cancel or move the appointment at any time".
I thought about it for a moment, and ultimately decided there was no downside to getting on the schedule. If I found a better option elsewhere, I could always cancel. And if this turned out to be the best option, then I would get the tinting done faster since I was already on their schedule.
I agreed, gave my information, and then left the store.
Driving home I decided that since my appointment was already scheduled, I wasn't going to bother getting any other prices. My experience was really good so far, and the pricing seemed fair from previous tinting purchases. It was a great feeling to have the window tinting installation scheduled and off my list.
Did you notice what happened? The salesperson assumed the sale, and asked for a SMALL commitment.
What can YOU do to help your customer make one small step toward making the purchase?
What can YOU do to help your customer make just one SMALL commitment?
What can YOU do to assume the sale?
If you use the strategy of getting your customer “on the schedule” for an install, first make sure:
- You are working with the decision maker
- Your customer has a need for your product
- Your customer is ready to buy
If you don’t consult this list before you “assume the sale”, you will create an operations nightmare. You will have a ton of cancellations, and will miss other sales opportunities.
But when your customer is the decision maker, has a need for your product or service, and is ready to pull the trigger, try to ASSUME THE SALE.
Just getting them on the schedule might be enough to close the deal.
Vice President of Commercial Sales at cfm Distributors, Inc.
Brad joined the cfm team in 2006, and now as the Vice President of Commercial Sales, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys photography, running and spending time with his family.