Closing The Sale Part 3

3. The easiest way to get a deposit is with another multiple choice question following the “trial close:”

“Bob and Mary, I agree that the tasting buffet is a great way to go... your guests will really enjoy it. I need to explain how our deposit policy works, it’s very simple. We require a $1,000 deposit to insure that our team will be able to help make this an event that all will remember. Some clients use a credit card while others use a check for their deposit – which would you prefer to use today, a credit card or a check?”

Closing The Sale Part 2

2. The easiest close is based on a simple multiple choice question... it is often called the “trial close:”

a.  “Did you wish to reserve the red or green linen?”

b.  “Should I tell your valet that guests will be arriving at 7:30 or 8:00pm?”

c.   “Mr. Smith, it seems that you’ve narrowed down your choices to either the lighter hors d’oeuvre event or the tasting buffet, both of which offer guest pleasing solutions. Which of the two shall we use for your event...the hors d’oeuvre menu or the tasting buffet?”

If they answer in a thoughtful manner, they have just purchased an event! You can’t get to this point unless you ask the question.

Closing The Sale Part 1

1. Thoughts on closing the sale:

a.   The goal is to get a deposit and/or stop the shopper from going elsewhere and/or making sure that they check back with you before making a final decision with another caterer.

b.  Successful closing results from creating a win-win situation.

c.   Closes are words backed by proof with trust in the salesperson and their team.

d.  A great closing needs a great opening.

e.   The close can happen at any time.