When it comes down to the business side, it’s all about closing the customer. However, what does “closing” really mean. Does it mean to close the sale? Is that really all there is to it?
Through our Fashion Benchmark project, it was discovered that closing was the lowest scoring section of an evaluation visit. Which is curious as to why that is. For example, the staff may score high on other aspects of the visit, such as greeting, product knowledge, selling attitude – but not closing? Note that most visits are (generally) non-purchase scenarios.
I’m, sure you’re thinking that if it’s a non-purchase scenario, how is a staff supposed to close the sale? This is where it gets interesting.