Question

A customer has looked at several watches and seems to like one best. What is the best thing to say to close the sale?

Option 1: Ask the customer if they want to think about it and come back later.

Option 2: Inform the customer that the watch they like is the most expensive one in the store.

Option 3: Suggest looking at more options before making a decision.

Option 4: Offer additional information about the chosen watch, such as its features, warranty, and any ongoing promotions, to encourage the customer to make the purchase.

Answer 1

The best strategy to close a watch sale is to offer additional information about the watch's features and benefits, which leverages the foot-in-the-door technique by first agreeing to a smaller request, leading to a potential upsell.

Step-by-step explanation:

The foot-in-the-door technique is a sales strategy whereby a salesperson encourages a customer to agree to make a small purchase with the goal of making them more likely to agree to a larger purchase later on. In the case of selling a watch to a customer who has shown interest, the best option to close the sale would be Option 4: Offer additional information about the chosen watch, such as its features, warranty, and any ongoing promotions. This approach is more likely to facilitate the customer’s decision-making process by emphasizing the benefits and value of the purchase.

This technique plays on the principle of consistency where agreeing to the initial, smaller request predisposes the customer to agree to subsequent, larger requests. Thus, starting with the small step of showing the watch's value could later lead to upselling additional items or services related to the watch, applying the foot-in-the-door technique effectively.