The number one goal of any mobile tool distributor is to close the sale, but that's not always easy. Each customer is different and may require you to take a different approach to make the sale. Below are seven different closing techniques to help you increase your bottom line.
1. The "intimidation" close
This close doesn't include brass knuckles or physical threats. This is a close that only fits when selling a tool that the customer uses all the time.
Jobber: “I know in your job you use this tool multiple times every day as do your coworkers. I’m pretty sure that if you want to borrow the tool more than a time or two your coworkers will not be happy with you. Let’s get you set up with this new tool so you can get back to work without bothering your friends.”
2. The "airplane" close
Should you run into a customer who simply has a hard time making up their mind, the airplane close may do the trick.
Customer: “For me, this is a big decision, and I just am not sure what to do.”
Jobber: “I agree with you that it’s a big decision. I’m sure when you think about it, you make big decisions every day of your life and pretty much all of them come out perfect. It’s kind of like getting on an airplane. You know that a very small number of planes crash each day and yet you get on the plane and happily fly to your destination, don’t you? Well, this decision is somewhat the same. You’ve bought from me before and it has worked out very well and you’ve been happy with the outcome. Just like that vacation flight you took. Plus, with me, if you don’t like your decision, you can simply return the product and we’ll find the right one for you, OK?
Sign up for the Professional Distributor e-newsletter today for the latest new product announcements, sales tips, and much more!3. The "sharp angle" close
If your customer has said something to you like “this tool you’re suggesting sure is smaller than my old dead one; I can’t imagine it’s as powerful”. You can now move into the fun-filled sharp angle close.
Jobber: “Just to be sure what you’re saying is, that if this cool, new, lightweight tool is as powerful as your old one you’ll take it, correct?”
With the sharp angle close, you’re simply throwing the customer's question or objection right back at them and letting them close the deal themselves.
4. The "assumptive" close
The assumptive closing technique works great when a customer asks you about a product.
Customer: “I’m thinking about getting a new cordless impact drill.”
Jobber: “Super, I’ve got a great selection of tools on the truck for you. Let’s see which one fits your needs the best so you can use it yet today, OK?” This is your first assumptive trial close.
To learn more about the assumptive close, click here.
5. The "application" close
In the automotive repair business, the “application close” is a useful and non-pressure approach.
“You know how hard it is and how much time it takes when you’re fixing the (insert application here)? This new tool will make that repair go quickly and easily. Will you want one?”
6. The "get on the bandwagon" close
The “get on the bandwagon” close will work with a prospect who you know is easily swayed by the opinion of others.
“All the technicians over at XYZ Repair are using this tool, I think you will like it too.” “I’m sure you’re tired of borrowing this tool from your co-workers. Would you like one of your own?”
For more tips on how to close the sale, click here.
7. The "trial" close
A trial close is simply a way of taking the temperature of your prospect and it can also ensure that your prospect really does understand what you are telling them.
Here are a few tried and true temperature-taking trial closes:
- Do you see how this fits your needs?
- This box has smooth operating drawers even when they are filled to capacity doesn’t it?
- Which color do you like: red or green?
- Is there an application you see this helping you with?
- How do you like it so far?
- Which size do you see being the best for you?
To learn more about trial closing, click here.
