closing the sale and creating client

Customer service becomes a combination of art and science when your staff learns how to create the desire to buy. The consumers surveyed by our firm are always on the lookout for this key ingredient in the selling and customer satisfaction processes. When you create the desire to buy, you move the customer one step closer to the sales transaction.We've taken the liberty of going into our files to pull out some of the most impressive ways our customers entice their clients and prospects to buy. Here are a few:o For those in the real estate industry, you might want to consider the smell of fresh baked bread, muffins or cookies as a way to greet prospects when they visit your rental or salesoffice. We even know of a dentist who does this as a way of alleviating the fear his patients have about their visits to the dentist.o Retailers often find that getting customers to handle the merchandise is a sure way of getting them to take their purchase to the register. Having the customer try on the merchandise or interact with the product, in some way, got positive responses from our consumer survey participants.o Some of our most successful financial and lending institutions are experts at getting prospects to envision the benefits of an improved quality of life when they take out loans or make investments.o Call centers can be at a disadvantage in that the prospect is not physically present. To counter this issue, a good telephone representative will paint a picture of what the client can expect to receive in the way of products or services. They will also be specific with regard to delivery times, return policies, and explanations of what the next step is in the process.o Successful restaurants will train their staff to sell dessert first! Good wait staff will encourage their customers to "leave room for the good stuff". We even know of a case where the wait staff suggested to a patron (who was too full to even consider dessert) that they have the dessert boxed up so they could enjoy it during their favorite TV show later that night.�The question is what are you doing to create the desire to buy? In your next staff meeting, challenge your staff to come up with creative ways to get the customer involved in the sale or transaction. Overall, you'll be creating a healthier bottom line through increased sales and you'll be creating happier customers who will want to do business with you over and over and over again.

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