Closing can feel awkward if we have not earned the right to ask for their business. What are some ways we can earn the right to ask for our customer’s business?
A good way to earn the right to close a customer would be to build as much rapport as possible. Get to know the person and ask about some of their interests that have nothing to do with mattresses. Once you have done this it makes it a little easier to ask them if they want to buy. With rapport comes a couple of other essentials in justifying a close: Spending time with the customer (more than a few mins), giving them the full matt firm experience, and uncovering their true objection.
Sometimes I feel that when I have spent a amassive amount of time with one customer that after feeding them with knowledge on the bed they narrow down to and after qualifiying them, then I've earn the close. But in actuality, I've only earned the close if they feel ready to buy, by that meaning I gave them pertinent infomation on the bed of chose that pertain to their interest.
I feel it is only fair that you ask for the business if you have presented yourself and Mattress Firm in a way that makes the customer feel guilty for not buying. To do this, you should have built good rapport with them and found a solution to their problem. I think they wait for us to close them, so we are not doing our job if we don't close.
It is your right to ask for the sale after you have truely uncovered and solve the customers sleep issues. After you given the Mattress Firm expierence and build good rapport the sale is your. The process is geniune and caters to the solution.
Earning the right to close the deal is and can be a smooth process, customers have a need and we have situations to their needs. The quest becomes finding the one that’s going to meet that need, once you’ve found that situation, asking for the business is the next step, they (customer) expect to be ask to buy something. For they get ask to buy something all the time, sometimes directly and sometimes indirectly, either way they are buying something from somewhere, why not you.
Earning the right to close means I have overcome to isssues that has robbed the customer from a great night sleep. Also, it means my customer believes that I sincerely care about their needs. Within the process they understood that I care about them. Get them talking and smiling.
When it comes to earning the right to close, the end justifies the means. By this I mean that there are lots of ways to get there, the important thing is that we do get there. I think we have earned the right to close a customer before they even come in, because we have learned, studied, and practiced our craft. However, even though we have the right, we still have to convince the customer that we have the right. We have to make sure that we have used all of the tools that we have at our disposal to help the customer feel comfortable enough to buy. That means providing pertinent info and overcoming any and all objections. Then and only then will we ahve convinced the customer that we deserve to close them.
You earn the right to close once you have given the customer a reason to buy. By building rapport, enthusiastically selling the sale, providing a solution to their sleep issues and overcomming any objections, you have provided the customer with plenty of reasons to buy. Time to close the deal.
As long as you have built good rapport with the customer and qualified them well, it should be as easy as "so do you want to go with this one today?" I like to try and really get to know customers by talking about things not related to mattresses. Finding things we have in common helps to lower their guard so they trust and open up to me. Chris 2406
You earn the right to close when you make the customer feel like they are making the right decision. If you have not made the customer feel confident in there own choice of a mattress they will not be ready to be closed.
A good way to earn the right to close a customer would be to build as much rapport as possible. Get to know the person and ask about some of their interests that have nothing to do with mattresses. Once you have done this it makes it a little easier to ask them if they want to buy. With rapport comes a couple of other essentials in justifying a close: Spending time with the customer (more than a few mins), giving them the full matt firm experience, and uncovering their true objection.
ReplyDeleteJeremy 2411
Sometimes I feel that when I have spent a amassive amount of time with one customer that after feeding them with knowledge on the bed they narrow down to and after qualifiying them, then I've earn the close. But in actuality, I've only earned the close if they feel ready to buy, by that meaning I gave them pertinent infomation on the bed of chose that pertain to their interest.
ReplyDeleteMiss Brittany 5224-Intercoastal Mall
Miami South
I feel it is only fair that you ask for the business if you have presented yourself and Mattress Firm in a way that makes the customer feel guilty for not buying. To do this, you should have built good rapport with them and found a solution to their problem. I think they wait for us to close them, so we are not doing our job if we don't close.
ReplyDeleteAntwan -2405
It is your right to ask for the sale after you have truely uncovered and solve the customers sleep issues. After you given the Mattress Firm expierence and build good rapport the sale is your. The process is geniune and caters to the solution.
ReplyDeleteMajor-2407
Earning the right to close the deal is and can be a smooth process, customers have a need and we have situations to their needs. The quest becomes finding the one that’s going to meet that need, once you’ve found that situation, asking for the business is the next step, they (customer) expect to be ask to buy something. For they get ask to buy something all the time, sometimes directly and sometimes indirectly, either way they are buying something from somewhere, why not you.
ReplyDeleteRonnie, Charlotte Market
Earning the right to close means I have overcome to isssues that has robbed the customer from a great night sleep. Also, it means my customer believes that I sincerely care about their needs. Within the process
ReplyDeletethey understood that I care about them. Get
them talking and smiling.
Harold-2407
Harold-2407
When it comes to earning the right to close, the end justifies the means. By this I mean that there are lots of ways to get there, the important thing is that we do get there. I think we have earned the right to close a customer before they even come in, because we have learned, studied, and practiced our craft. However, even though we have the right, we still have to convince the customer that we have the right. We have to make sure that we have used all of the tools that we have at our disposal to help the customer feel comfortable enough to buy. That means providing pertinent info and overcoming any and all objections. Then and only then will we ahve convinced the customer that we deserve to close them.
ReplyDeleteced
You earn the right to close once you have given the customer a reason to buy. By building rapport, enthusiastically selling the sale, providing a solution to their sleep issues and overcomming any objections, you have provided the customer with plenty of reasons to buy. Time to close the deal.
ReplyDeleteJon
Charlotte
As long as you have built good rapport with the customer and qualified them well, it should be as easy as "so do you want to go with this one today?" I like to try and really get to know customers by talking about things not related to mattresses. Finding things we have in common helps to lower their guard so they trust and open up to me.
ReplyDeleteChris 2406
You earn the right to close when you make the customer feel like they are making the right decision. If you have not made the customer feel confident in there own choice of a mattress they will not be ready to be closed.
ReplyDeleteJaime #2408