Sales guru Tom Hopkins offers some tips to help close a deal:
- Ask questions that don’t leave room for no. “I could visit you today at 3, or would tomorrow at 9 be better?”
- Never use the word “price” or “cost”. Say investment.
- Never ask for “an appointment”. It suggests a serious time commitment. Say “I’ll be in the area, and I was hoping I could just pop by and visit.”
- Don’t ask, “May I help you?” They’ll reply, “We’re just looking.” Ask instead what brought them into the store today.
- Isolate areas of agreement. You need a lot of “little yeses” on the way to getting a “big yes”.
Reference: Kotler & Keller, “Marketing Management”, 12th edition