How to Read Customer Cues and Close the Sale | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

If you sell anything, you know that trying to close somebody quickly can be really hard, that if you try to go through too quickly and you try to get them out the door, they balk. They don't feel valued, and they never come back, so how to close a sale quickly? Well today, I want you to think about look for the buying signs and questions. What are some buying signs? Their hands are out. They're open. They're holding the merchandise you're talking about. Their body is relaxed.

If they're not ready to buy from you or to close, their arms are going to be closed. They may not be looking at you. They might be looking at your feet. Also, listen to the questions. You're looking for questions that show of they're already seeing themselves owning it, so questions like, "How do I take care of this, or how do I wash this, or, Oh, that would really look good in the bedroom." Those kinds of things are ideal because the customer's in wonder, and they're wondering, "How is this going to fit into my life?"

At that point, closing makes sense. Then at that point, you've closed that main item, and now you can go on to the add on, but don't go too quickly through a sale unless you see those buying signs that say, "Hey, I think I want to buy this."

If you love what you heard on Retail Today, connect with Bob by visiting retaildoc.com or send a message to bob@retaildoc.com. Thanks for listening!