WHY IT’S TRUE: During the course of the sale, customers will frequently express their interest in an item with a statement such as, “I think she would really like that.” This is a very clear buying signal and represents a great opportunity to use the “either-or close.”
PLAN OF ACTION: Respond by offering the customer two options that will meet their needs and close the sale. To someone who is buying a gift you might say, “Great, why don’t I gift wrap this for you?” To someone purchasing for herself say, “Would you like to wear it or would you rather have me place it in one of our beautiful boxes?” Their response will automatically close the sale.
This article originally appeared in INSTORE in November 2008.
JEWELER SUCCESS STORIES
A Worry-Free Way to Close Shop
Ron Pierro, owner of Pierro's Jewelers in Brandenton, Florida, chose Wilkerson to run his going out of business sale. From marketing to on-site sale management, Wilkerson did it all--giving Ron the kind of closure that only comes from trusting the best. Wilkerson.
Latest Know How Stories
- How Far are Jewelers Prepared to Go to Save a Sale? Our Brain Squad Answers
- Is a Big Brand Store-in-Store a Fit for You? See What Other Jewelers Say
- After 2 Clients Divorce, an Owner Must Decide Who Owns the Store Credit
- This Simple Thing is Guaranteed to Make a Customer Feel Good
- Have a Young Fan Who Loves Your Store? Here's How to Make Her an Ambassador