Influence Customer Decision To Close Sale

 

Influence Customer Decision To Close Sale: How to influence customer to close the sale depends upon his “DECISION”. Decision is the ultimate goal of any sales process.

The Client is GOD and he's the one who makes the ultimate decision but it’s your capability as a salesman to assist him to achieve the ultimate goal.

It’s not his sole decision, right from approaching the client to providing the effective solution; the influence of seller too matters.

Don’t haste to pressurize him to require the choice. Give the client space and time to take his decision as you're the answer provider, not a salesman.

Marketers often do not realize their sway on purchasing behavior, but they are allowed to influence consumer decisions on the biggest purchases of the year: holiday gift purchases. 

By the time consumers begin to think about buying gifts, brands already have their marketing messages on the minds of decision-makers, according to research done by Deloitte, in partnership with the National Retail Federation. 

The research found that 64 percent of shoppers begin to plan their holiday shopping by Thanksgiving. 

By the time Black Friday hits, 63 percent of shoppers have made their final shopping decisions, with a quarter of shoppers making their purchases online. 

To make a sales bump in the holiday season, retailers need to focus on their branding and create "intent-based marketing" to keep consumers coming back year after year. 

Retailers can also add in useful elements like delivery, gift wrap, or even in-store discounts to create excitement about shopping, even during a time of high competition. 

For instance, Belk, a department store based in Charlotte, North Carolina, will give shoppers who spend $100 in-store on November 27 a $10 Belk gift card. Belk will also give customers who spend $300 or more a gift card good for one percent off their next purchase or 20 percent off online purchases. 

The online arm of the department store, offers customers exclusive coupons and weekly deals on Black Friday.

"At this time of year, shoppers typically make their final decisions about what to buy well in advance of the actual shopping day," said Aaron Gordon, head of e-commerce at Belk, in a press release. "These in-store offers allow our customers to get all of their holiday shopping done in one day, making it easier for them to enjoy the holidays with family and friends." 

Sheer Volume: One of the factors that contribute to a customer's decision to buy is volume, a factor retailers usually lack when it comes to marketing. The higher volume of customers, the more targeted the marketing messages are to customers, making customers more likely to purchase the products. 

According to Holiday-Hacker, with retailers vying for the same customers, promotions tend to be either too similar, or too different. Either the product selection is too similar or the discount is too different when consumers shop in multiple stores. 

Thus, a retailer's best bet in managing the volume of customers is to do what most retailers do: offer big price tags. This method has worked well for Nordstrom, one of the world's leading luxury department stores. The company found that when consumers spent more, they purchased more, according to Shopify's 2016 Holiday Predictions Report. 

Luxury brands typically aren't struggling to make money, but they are concerned about what "affordable luxury" might look like. Some luxury stores are targeting middle-class shoppers that are struggling to achieve the premium quality of higher-priced brands. 

"One of the challenges for stores is that most of the customers they want to attract are expensive, and that market is shrinking," said Tara Cole, vice president of marketing at Madewell. 

During the holidays, the "affordable luxury" market, which retailers can expand on by creating promotions with these products, should be the focus. 

Cole added that Madewell is often approached by clients with "unrealistic" expectations. 

The apparel store often receives questions about how it can operate at $98 per pair of jeans, according to Cole. That's the price of its Signature Denim jeans, which she says are "an entry-level luxury brand," but they aren't in that price range. 

The cost of the jeans only covers the cost of the fabric and manufacturing the jeans, according to Cole. After that, it comes down to marketing, but Madewell is planning on targeting middle-class shoppers who want a similar product but at a lower price. The items, which are usually discounted, aren't typically featured in the stores. 

This strategy worked well for Sam's Club, a warehouse store that specializes in organic and natural foods. During the holidays, the retailer takes the time to highlight the unique offerings at the store, but also throws in a few promotional deals, said Christopher Newman, a consultant at NRF Retail Insights. 

The store takes a more strategic approach to reach a target audience. For instance, it might have a great sale on organic apples, but that same item might sell out quickly, forcing the store to offer it in the following weeks. 

This means that a person might have to go back for a few more weeks, but that person won't think twice about it because the store can fulfill the orders immediately. 

Retailers' Responses: Like Amazon, and other large retailers, continue to take customers away, traditional retailers are changing their strategies to bring them back. This is where retailers find the opportunity to come up with a broader range of offerings and strategies, according to Newman. 

For instance, after learning that it would need to deal with the losses, Gap (GPS) is now getting back into the game, with its partnership with Amazon. Gap's online store also has a "Buy Online, Pickup In-Store" option, allowing customers to pick up their order in one of its locations. 

The retailer's plan also includes introducing new fashion trends at attractive prices. According to NRF, the average shopper at Gap's stores is 35-years-old. For many of these millennials, they may not be aware of what they are buying, and therefore don't understand what the quality and specifications of the product are, according to Newman. 

For Gap, the key to success is to introduce new items on an ongoing basis and to always have the latest merchandise on the racks.

 

By focusing on being transparent about pricing and quality, Gap can attract new customers.

“HELP” your' client in his decision.

“Never” use the words like –

# Le lo sir, achi deal mil rahi hai

# It’s now or never 

# Don’t be a desperate seller

But Yes –

# You wish to create your deal or a product exclusive.

# Make your client feel as if he will miss a decent opportunity if he won't take the choice right away.

# Make him “King” and let him feel that he's the final decision-maker but actually, it’s your influence that produces your client decision in your favor.

Love ..... KoolGuruJi