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Closing the sale, the golden silence rule

Many people talk about closing techniques and strategies and can go on an on for hours about them. One simple thing that's often overlooked however, is just how powerful silence can be.

When you have made your sales pitch and the customer has indicated he wants to buy, for instance they might of asked for the price, a very strong indicator they are interested, just stop talking.

Remain silent until they speak again. The longer the silence goes on, the more likely the customer is to buy; nobody can stand a long silence even though the only one who is suffering is you being the seller, just resist the temptation to add more verbal 'technique'.

You should of begun closing the sale at the very start of a presentation or potential buyers approach, when it comes time to be quiet and let the buyer decide, do so.

Once the buyer has spoken again and you have made sure the they are happy to proceed, its a formality really, for example you have three established options to close the sale.

1, Customer Choice:

Will you be wanting that in blue or grey?
Do you want to pay by cheque or cash?
Was that 5 or 6 you wanted?

2, Direct:

Okay let's do the paperwork
Okay let's do the cheque now

3, Minor selling points.

Will you be needing 4 or 6 extra plates with that order
Do you want a set of gloves with that?

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