How to Close the Sale

Quick Question: How many times has a client admired your work, told you how much they loved your designs but then walked away without purchasing?

Getting clients to look at your work and engage is not enough…if you don’t close the sale, they’ll likely walk away…

According to Zig Ziglar, famous sales expert and motivational speaker:
“There are five basic reasons people will not buy from you.
These are: NO need, NO money, NO hurry, NO desire, and NO trust.”

I’ve worked many trade shows in my time and I’ve seen a lot of buyers on the fence about whether or not to buy the line I was selling. When I was the director of sales at Dogeared, this happened a number of times. Even though a buyer loved the line, they were overwhelmed and didn’t know where to start.

One of the keys to closing the sale is listening and providing solutions. As soon as I would hear hesitation, a light bulb would go off: I realized that in order to “close the sale” I needed to provide a solution to the problem.

In this case, the problem was that the buyer didn’t know where to start. The solution: finding out more about their DREAM clients so I could write the order for them.

Client happy, sale closed! Cha-Ching!

If you are struggling with any part of the sales process, especially closing the sale, watch this video! I am going to teach you How to Close the Sale.

Click to tweet: Closing the sale is about addressing hesitation and providing solutions #FTAcademy

After you’ve watched the video, tell us what you think!

In the comments below, answer the following:

1. What is your biggest hesitation or roadblock about about closing a sale?
2. What is your favorite way to follow up with a client?


  1. Diane Thornton on September 23, 2014 at 3:22 pm

    Thank you for this great video, Robin! I have trouble closing the sale because I don’t want to seem too pushy. Sometimes I’ll offer a discount that I later regret, just to close the sale. Arrgh!
    I like to text or email my clients to see how their jewelry is working out for them.

  2. Karen Emhardt on September 23, 2014 at 4:04 pm

    Biggest road block. This is geared more toward Bloomingdale’s trunk shows. Just had one at Glendale Galleria. 1 sale on Saturday didn’t even cover my rat tail tag cost/gas and food. I find very few people awknowledge that I’m there. I smile and say helllo to lots of people passing by. Some woman will come and try someithing on but they look at the price and leave. I give them a card and tell them if there is someithing they are interested in to visit my website where they can get the jewlery for a better price. So My road block seems to be money no desire. People seem to want what’s under the cases “the brands” I found the video very helpful and will pass it on!

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