Make the Offer

When you have made all the preparations, then you need to make the offer available to your customer. While you may want to shoot for the moon, it is better to keep the offer realistic. Keep in mind that the customer may want to bargain. Giving away everything in the initial offer will leave you with little to bargain with.

While making the offer, keep an eye on your customer’s body language, listen to their words. This is the point where you will know whether the customer is considering your offer or dismissing it. Ask questions from your customer to identify their points of concern and their points of delight. Build on the delight by offering something extra to tip the scale in your favor.

Don’t go for an all or nothing offer. The customer is supposed to weigh in on your offer and make a decision. Give them options. Some may suit them, while others may not. Give them the flexibility to choose from the options for one that best suits their needs.

However, beware not to overwhelm the customer with options. This will only tend to make the decision-making process more complex and therefore you may lose out on the sale due to information overload. Keep the offer simple, with a few add on and opt out options, so the customer can decide on your offer.