Most people have had a buying experience that they felt good about. They were happy with the product and the terms of the deal. They may have felt so good about the experience that they told their friends about it and patronized the business again.
Often this kind of good feeling is a result of being treated with warmth and respect by salespeople — before, during, and after the closing. Remember that the impression you make in the closing is the one that will stay with the customer. Try to make the experience as positive as possible. The way that you treat a customer will have a real impact. This can be very straightforward and simple, and just requires you to be polite and friendly. You should always ask what more you can do for the customer, whether it be something like getting them an earlier delivery than expected, helping them out to their car with the item or just asking them how you can help further.
It may seem like some of the above tips are self-evident, but it is surprising how often customers come away from a buying experience feeling like – although they have completed the transaction as they came to do – they would not be in a hurry to buy from the same place. All the same, you should not grin like a Stepford Wife when making a sale as this can be off-putting. Just being polite and friendly when closing the sale, and wishing the customer a good day as they leave the store can make a huge difference. What you can do practically, and how you do things, will serve you well in any sale.
