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There are many different
ways to close a sale. Some
certain products better than others. Some will suit certain customers
better than others. A good salesman adapts his closing technique
Here are three
ways to guarantee success:
The direct close
This is a direct question to the
customer. For example:
- ‘Are you happy to place your
order now?’ If the customer answers ‘Yes’, then you have saved yourself a
lot of time. You can go on to the routine detail of filling in order
forms. If the answer is ‘No’, then you should ask, ‘Why not?’
The customer will then tell you his main objections. Once you have
dealt with these to
his satisfaction, he will want to buy from you. This method of closing can
be the fastest way to discover your customer's main objections. It can
therefore be useful
to introduce this method very early in your discussions.
The close by assumption
Here you ask a question that assumes
the customer has already made the decision to buy. For example: - ‘When would you like
- ‘In November.’
- ‘Good, if you sign here I will make sure that delivery is made in
direct request for a customer's decision to buy. It can therefore be
useful if you think that the customer is nervous about making a decision.
You can also use this technique to ask a
chain of questions
to which the customer will answer positively. You can then lead into
completing an order form in a way that seems positive and natural too. For
example: - ‘What colour would you like?’
- ‘Fine. Where would you like it placed?’
- ‘On the third floor’
- ‘OK. Let's start getting this
on the order form.’
The alternative close You appear to offer the customer a
choice, but the choices already assume the decision to buy has been made.
You avoid the question of whether he wants one at all. Here are some
- ‘Would you like it
- ‘Would you like it delivered next week or would you prefer to wait a
- ‘Would you like it with blue or
Be careful if you offer a choice of size or quantity. The customer may
choose a smaller quantity than he would
otherwise have done.
You can, if you know your customer well enough, offer a choice between
what you want him to choose and something you know he will not choose. For
example, here the salesman wants the customer to take the deluxe version
instead of the basic model:
- ‘Do you want the
deluxe or the super-deluxe model?’
- ‘Definitely not the super-deluxe one.’
- ‘No problem. Deluxe it is.’
Source: New English Digest
will be acceptable to (se adecuarán a, convendrán para)
to match:to be consistent with (para compatibilizar) dealt with: considered (considerado, tenido en cuenta) therefore: as a consequence (por lo tanto)
avoids: keeps away from (evita) chain: series, number of (serie, cadena) on lease: rented (en alquiler) hire purchase: Installment plan (en alquiler con opción
otherwise: differently (de otro modo)
Las preguntas indirectas son sólo una forma
especial de Voz Indirecta (en inglés, Reported Speech). Recuerda la
a) Al pasar preguntas directas a Reported
Speech se debe
cambiar el orden de las palabras porqueya no es más una pregunta.
b) Si la
oración a convertir utiliza los auxiliares do/did,
éstos desaparecen y se reemplazan por
conjunciónIF + tiempo verbal
He asked me, "Do you smoke?" (El me preguntó:
He asked me if I smoked(El me preguntó si yo
Aquí hay algunas sugerencias
que pueden serte útiles:
1. Si la
pregunta directa incluye un pronombre interrogativo (ej. how,
when, where, who, why, etc.) se debe usar este
pronombre en la preguntada reportada. Si no lo incluye, entonces usamos
las conjunciones IF o WHETHER (ambas significan "si" en
He asked, "How old are you?" (El preguntó: ¿Qué
He asked me how OLD I WAS (El me preguntó qué
edad tenía yo).
2. En lenguaje coloquial se usa con preferencia la conjunción
IF en lugar de WHETHER (pronunciada uéder), pero en
inglés formal se debe usar WHETHER.
He asked, "Will you buy the new
car?" (Preguntó: ¿Comprarás (o no) el auto nuevo?)
He asked whether
I should buy the new car (or not).
¿DIFICIL DE RECORDAR? PRACTÍCALO AQUÍ ABAJO EN ESTA ACTIVIDAD !!!
READ CAREFULLY THE SIX SENTENCES
HIGHLIGHTED IN LIGHT BLUE ON THE TEXT ABOVE AND TRY TO TURN THEM
INTO REPORTED SPEECH. THEN CHECK
happy to place your order now? (colloquial)
He asked him ...
2.When would you like delivery?
He asked him ...
3.What colour would you like?
He asked him ...
4.Let's start getting this on
the order form.
He suggested ...
you like it with blue or red accessories? (formal)
He asked her ...
Do you want the super-deluxe