Once the customer is interested in your product, you need to see to it that he has actual desire towards your product, desire which will make him act. By this stage, you should have introduced yourself, probably got warm with the customer, you would have probed and by now you SHOULD know which of your products from among your portfolio your prospect may buy. and here’s what you do. Hit the button again and again.
If for example you are selling laptops or diaries or any product, and the prospect likes one sample. Just keep the sample in front of him and keep on talking to him. The sample along with the things you are telling him will create a desire in the minds of the customer subconsciously. Even if the call doesn’t get closed on the spot, the customer is most likely to refer to you whenever he needs the same product.
Highlight the benefits and perks of the product again and again. One of the way visual merchandising sells is because the suits section will only have suits, the T-shirt section will only have T shirts and the jeans section will only have jeans. What this means is that the product is being seen by the customer again and again and ultimately he might choose a product variant. That is exactly how it happens in personal selling too. You need to highlight your product such that he has interest towards one variant and than you kindle desire for that single product variant.
Avoid Obstacles – Obstacles such as the phone ringing, a guest coming in or the prospect leaving should be avoided but if they happen they should be overlooked. These obstacles can be one of the reasons the sale might go bust. Best way to overcome obstacles is – Summarize what you said and than start again.