WHY IT IS TRUE: The television detective Columbo would ask the suspect a series of questions. When he was finished, he would head toward the door. Just before exiting, he would turn around and say, “just one more question.” This would catch the suspect off guard and get an answer that the suspect had not planned to give.
PLAN OF ACTION: On rare occasions, this closing technique might help you get back into the sale.
HERE’S HOW IT WORKS: When the client turns to leave, you say, “Let me ask you just one more question if I may. I have such a vast knowledge of information that sometimes I have a tendency to leave out something important. Let me ask you, what was it that I failed to say? In other words, what questions do you still have in your mind?”
David W. Richardson CSP, Jewelry Sales Training International
This article originally appeared in the October 2017 edition of INSTORE.
The Wilkerson Way
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