Example phrases are:
Asking for the Sale:
There are several different methods to ask for the sale. The most common method is to ask a Direct Question.
“Mrs. Smith, can we process an order for you? “Would you like me to process that order for you?” “We can enter your order now, if you like…it will just take a few moments” “To take advantage of this offer, we can sign you up today…”
Many sales have been lost because this step was simply overlooked. Requesting a firm commitment from the customer immediately after summarizing the accepted benefits will result in either a sale or will advance the sales towards the ultimate objective.
An alternative method to the Direct Question approach is an Assumptive Close. This technique assumes the customer is going to buy. If the customer does not object to this statement, it means there should be no other obstacles. Note: This is the point at which you may need to rewind the conversation slightly – in order to handle any outstanding objections.
Examples of Assumptive Close phrases are:
"How many receivers would you like?" "When could we set up the installation for you?" "What programming would you like to subscribe to?"
Asking for Referrals:
Most people will want to tell their friends if they feel they have received good service and products. This is your opportunity to mention our “refer a friend” program. In some cases, you may be given a lead at this time and at other times; the customer will likely take the information and refer a friend later.
Either way, we are building a foundation for future opportunities
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When
we summarize a conversation, we are reviewing all of the accepted
benefits. This reminds the customer of exactly what he or she is
getting and why it is of value. It also serves to “tie together” the
entire sales conversation, especially if the conversation has been long,
detailed or complex.
Example of Direct Close phrase is: