One of my friends called me to share with me her surprise that I did not include what she calls the Bail Out close in my last article. Evidently she was impressed at how effectively I used this close when I worked retail in the early 80s to the early 90s. It only works if you work! Here is the link to the video explaining the bailout close. Just Click Here https://youtu.be/PvhLwwXKGlY.
Warning- This close will not pull a bad sale out of the fire! It only works when you have established rapport, thoroughly explored their needs, and presented solutions that seem to fit their needs and wants. What my friend calls a close, I simply call reading the customer.
Read- Reading your customer’s verbal and non verbal communication is one of the keys to closing the sale. Your ability to read your customers and give them the information they need to make a buying decision is only part of the process. Knowing when a couple needs space to talk and giving it to them is more art than science. If you give them the space they need before they ask for it, you will gain a high degree of trust. You will not find this in any selling course. I learned this through trial and error. Here is the why the bailout close works. Just Click Here https://youtu.be/YWFmjhCJkTI.
Now!- When I have answered all their questions. I usually ask, “Do you have any other questions?” If they have questions I answer them. If they don’t, I excuse myself. The magic is that I offer to give them some time and space alone to discuss their decision. This builds trust with the consumer. There are sales gurus out there that believe that you should never leave the customer alone until the sale is closed. Experience has taught me that customers need to discuss things amongst themselves. They will discuss it in the store where you could possibly clarify something or at home where you have no opportunity to help them. Which do you prefer?
How- How I dismiss myself is dependent on a host of factors that I weigh. In the end I go with my gut. I do not think about it. Here are some of the ways that I do it. I will say, “Folks, I’ll be back in a few minutes. Do you have any questions before I leave?” Or “I can see that you need to talk. Can I answer any questions for you before I leave?”
Re-Approach- When I re-approach I am closing and reading at the same time. I tailor everything to fit the situation. Chances are I will assume the sale or do an alternate of choice close. Think about Kenny Rogers and the song The Gambler for inspiration regarding closing. If you aren’t familiar with that song here it is for your reference. Just Click Here https://youtu.be/kn481KcjvMo.
Wishing You Success!
Pete