What you can do when you can't close a sale

Navigating the Art of Closing Sales: What to Do When a Deal Slips Through Your Fingers

Picture this: you’re in the store, the atmosphere is buzzing with potential sales, and you finally engage a customer who’s shown some interest. But as hard as you try, you can’t seal the deal. It’s a common scenario, and while it might feel like a disappointing ending, it doesn’t have to be the final chapter of your interaction. You might be wondering, “What should I do next?”

Well, let’s explore some strategies that can turn a missed sale into a fruitful opportunity down the line.

The Game Plan: Schedule a Field Sales Appointment and Utilize the Finish@Home Option

So, what’s the best path when you find yourself unable to close a sale? The answer is straightforward: scheduling a Field Sales Appointment and offering the option to finish the purchase at home. Honestly, this approach does more than just help you grasp that elusive sale—it demonstrates a genuine commitment to customer service.

Imagine you're the customer. You’ve expressed interest, but for whatever reason, you’re hesitant to proceed right then and there. By offering to set an appointment, you signal that you’re invested in their needs. You’re not just a salesperson trying to push a transaction; you’re a resource eager to assist. This can reinvigorate the customer’s interest and set the groundwork for a solid relationship. Plus, it gives them time to mull over the decision, all while feeling supported.

By leaning into this strategy, you create an open line of communication. It's like sending an invitation for a friendly chat post the store visit—much more appealing than just waving goodbye. You might even ask questions that help tailor your follow-up to address their specific concerns—“Hey, what did you like about the product? Was there anything about it that made you think twice?” This way, you enhance their experience and your chances of a successful follow-up.

Why Not Offer a Discount?

Now, let’s take a moment to examine the allure of discounts. Who doesn’t like a good deal? It can be tempting to throw out a discount in a last-ditch effort to close a sale. However, while offering a price cut can seem like a quick fix, it can also backfire. By discounting too quickly, you risk undervaluing the product in the customer’s eyes, leading them to wonder, “Is this actually worth it?”

Moreover, giving discounts without thoughtful consideration might lead customers to continually wait for the next price drop rather than recognize the true value of their purchase. It’s about differentiation—stake your ground on quality and value, and maintain the integrity of the product.

The Pitfall of “Come Back Later”

Next up, let’s talk about the classic default move: asking customers to return later. It makes sense on paper—let them think it over, right? But here’s the catch: this can send the message that you’re uninterested in turning that interaction into a sale.

Imagine being excited about a potential purchase and then hearing, “Why don’t you just think about it and come back?” Ouch! It might feel like walking into a party but being told to leave because it's closing time. Instead, lean into your next move. Invite them for a follow-up or let them know you’re just a phone call or email away.

Redirecting Them to the Website: Helpful But Impersonal

Another option is to direct them to your website, and while that can be helpful, it often lacks that personal touch. Sure, the internet is a magical place with endless possibilities, but it can also feel a bit cold and distant compared to warm, face-to-face interactions.

When a customer walks into your store, they’re not just looking for products—they’re seeking an experience. And as great as a website can be, it doesn’t replace the genuine engagement they can have with you as a person. By taking the extra step to keep the dialogue going, you’ll likely foster a stronger relationship.

The Bigger Picture: Fostering Customer Relationships

At the end of the day (okay, maybe not “the end of the day,” but you get my drift), what you want is to create lasting relationships with customers. The goal isn’t just to close a single sale; it’s about steering the ship towards that lifelong customer journey. When you prioritize service, responding to changes in their purchasing journey, and offering tailored follow-ups, you position yourself as a trusted advisor rather than just another salesperson.

This proactive approach reassures customers they can rely on you to support them—not just in making a sale but in their experience overall. They might just leave the store empty-handed at that moment, but with that gentle nudge towards continuing the conversation, they’re likely to return.

In an age where every interaction counts, remember that each customer could be a stepping stone toward future sales. Whether that’s through personal follow-ups, scheduling a Field Sales Appointment, or utilizing finish@home options, put customers at the heart of your strategy.

So next time you find yourself in that sticky situation of not closing a sale, instead of seeing it as a loss, view it as an opportunity. Take a deep breath, remember your strategy, and create pathways for future engagement. After all, you never know which interaction could lead to the next successful sale!