The closing techniques help the salesperson actively interact with the potential buyers or customers and successfully close a sales deal with them, hence earning more revenue. According to Rippe & Campbell (2017), the excellent mastery of the closing techniques applied to various customers marks the difference between successful and unsuccessful salespersons. Zhang et al. 2020, adds that the use of sales language and proper timing amounts to the success of making a sale for a particular commodity or service. This paper will explore three closing techniques, the direct request method, the assumptive close method, the benefit summary method, and how I will employ them to gain customers for Mary Kay Cosmetics, the company I work for.
First, direct closing techniques is a straightforward inquiry for the customer to buy the product. The method is encouraged when the salesperson is confident that the customer he/she is dealing with will ultimately purchase the product ( Zhang et al. 2020) . In this selling approach, the seller does not need to use soft words or advertise the products or services to the buyer because the customer already has shown the need for the product and will make the purchase. This method will be suitable when selling the products to my friend. Since I have already established a rapport with her and known how much she wants my products, I will use a direct method to sell the products. The timing is paramount when choosing this method because I want to deliver the product when the customer wants to use it. Therefore, I will ask my friend to decide the mode of payment and place an order to deliver the products on time.
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Second, the assumptive close method allows the seller to intentionally assume that the potential buyer has already decided to purchase the product or service ( Nielson & Border2016) . For instance, I will ask my friend to set a day and come for the manicure and pedicure services at the premises. I will also request her to make a deposit to pay for cosmetic sets and collect the products later after clearing the payments. This approach will be practical because she has seen the products we sell at Mary Kay, and I assume she will like them. Since the company sells very high quality and effective beauty products, there is no doubt that my friend will accept the products.
Finally, I will use the benefit summary method to close a sales deal to my friend. In this closing technique, the salesperson outlines the benefits of the products or services offered and tries to show the buyer how much the product or service offers that they cannot afford to miss. Although all customers' natural response is that they do not want to give in too quickly, the summary benefit approach convinces them of the importance of the products or services ( Rippe & Campbell, 2017) . In this case, I will show my friend how the products will benefit her. First, they have anti-fungal and anti-bacterial components that will protect their skin from infection. The facial creams have anti-aging properties, which will keep her skin younger and glowing. Once she has purchased the cosmetic products, a 2% discount for each product bought will be offered, and she will also be subscribed to a healthy skin tips club. This information will be provided when the potential customer is already in the shop and has the products with her so that after she is convinced that these products are the best she can have, I will prompt her to make payments.
References
Nielson, B. E., & Border, T. (2016). Teaching and Training Future Sales Professionals How to Negotiate with Real-World Experience. Journal for Advancement of Marketing Education , 24 . http://www.mmaglobal.org/publications/JAME/JAME-Issues/JAME-2016-Vol24-SpecialIssue/JAME-2016-Vol24-Special-Issue-Nielson-Border-pp8-15.pdf
Rippe, C. B., & Campbell, D. K. (2017). The sales process as a framework for witnessing. Journal of Biblical Integration in Business , 20 (1). https://www.cbfa-cbar.org/index.php/jbib/article/download/460/472/
Zhang, H., Chao, X., & Shi, C. (2020). Closing the gap: A learning algorithm for lost-sales inventory systems with lead times. Management Science , 66 (5), 1962-1980. https://doi.org/10.1287/mnsc.2019.3288
