Closing is one of the favorite topics of store owners and salespeople. Why? Without closing, there are no sales, no profit, no commissions, the doors close. It’s that simple. Unfortunately, too many salespeople are wired to do little more than show a product, supply a price, and take the order. According to some estimates, 80% of sales are lost because salespeople fail to close properly. For those who do not know how to build rapport and construct value, closing becomes extremely difficult.
Closing is the foundation of building relationships and trust, finding and satisfying needs, handling any concerns and then establishing the integrity and service of your store, all of which creates the correct value to buy.