Quote:
Originally Posted by boudoirblonde
I think my problem is I really dont want to be pushy, so I usully just ask what they would like to purchase
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Asking them what they would like to purchase is great, but that's what you do
after you close the sale
There are two parts to closing a sale - soft and hard closes.
Soft closes are those little affirmations and confirmations you do throughout a consultation that help you to a.) gauge that you're staying on track with a customer, and b.) feel out that subtle difference between something they like but they're not committed to, and something they like and
want.
A
hard close is that final question where you basically ask, "so what do you want to get today?". I wouldn't phrase it quite like that, but that's basically the meat of what you're doing. Yes, it feels pushy if you've never done it before or if you're a shy person, but you need to ask for that sale and you basically need to give permission to your customer that yes, it's now time for them to buy buy buy!
Say you're demoing a red lipstick and you've reached a point where you can feel that the customer is hooked on the lipliner and lipstick you've chosen, but you need to get that locked in before you move to complimentary items.
Sales Associate: "So the red lipstick and lipliner is a winner then?"
Customer: "Oh yes, it's exactly what I was looking for!"
SA: "Excellent, we'll put that with the must-have pile then! You know, I think you could pull of a real Old Hollywood glamour look with that lipstick - stay right there, I have a shimmer mascara that I'd love to try on you."
See the pattern? Ask the question, the customer confirms it, you confirm it right back to them and you move onto the next thing smoothly.
The magic trick about closing is that if you do all your soft closes properly, the hard close becomes ridiculously easy to do. Because you've spent so much time subtly confirming over and over again, you
know exactly what the customer whats and that they're going to take it. You just need to confidently line up those products neatly, remind the customer how and where each product was used and basically go 'so what am I going to get for you and do you have a Myer One card?'
Does this help at all? I'm about to start up a sales bootcamp thread where I answer sales questions and give tips and advice, so I'm more than happy to explain further there