Confirmation

Salespeople sometimes err in thinking that if a response has covered an objection for them, it is covered for the customer. Not necessarily so. You need to ask the question for confirmation to know that. The customer will not volunteer that he or she is satisfied and ready to buy. You must conduct your check-in every time you answer an objection, regardless of the technique you use in handling the objection.

Here are some examples:

• “How do you feel about that?”

• “Will that fly with the boss?”

• “What do you think about this idea?”

• “Will that work for you?”

• “How does that sound?”

Once you secure a solid confirmation, you can move right into the close.

Salesperson: If we can clean carpets using environmentally safe products, and do away with the odor that bothers you, will you give us a try?

Now that’s a close that works.