Something amazing happens when you have the customer hold something. By engaging them, they are more inclined to take possession.
It doesn’t matter what you’re selling.
Just as you are getting ready to close, give the customer something to hold and look at that represents what you’re selling. By engaging the customer, you’re allowing them to take possession. It makes their willingness to say “yes” that much easier.
If you’re reading this and you sell something small enough people can hold, then it’s easy. You simply allow them to hold the product.
On the other hand, if you sell a service or something that can’t be held, don’t think for a moment you can’t use the idea. Give the customer a picture of what it is you’re looking for them to buy. Allow them to hold something that replicates what it is you’re selling.
To add even more power to the idea of having the customer hold something, try giving them two items to hold and asking them to select the one they prefer the most. Now what you’ve done is not only are you giving them possession, but you’re also asking them to make a selection.
Using this approach to close a sale can be very powerful whether it be in a B2B or B2C situation.
Over the years, I’ve seen great results from both types of selling situations and in a wide number of industries. For customer who are having a difficult time making a decision, using this approach can be very effective. Same goes for new salespeople, as it is quite easy and comfortable to do.
As a final option to this approach, just as you are about to give the customer a picture or two to hold and view, try writing their name at the top. Your simple action of writing their name at the top personalizes the offer that much more, making a decision that much easier for the customer.
Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.