How To Close More Signage Sales

You just closed your best signage sale this year. This sale makes your quarterly quota, and you had tough bidding competition.

What made it possible to get this critical sale?

You prepared your closing points in advance.

As a signage sales professional, you need to have a quick and complete checklist of your “need to know” points before you attempt to close. The answers to these questions will increase your chance of making the sale.

Here is your closing checklist:

1. Have I listened and noted which signage benefits are most important to this prospect?

2. What is the estimated hard dollar value of the signage? (foot traffic increase, annual sales increase, increased average transaction amount) – these can be critical signage closing points! See our previous e-newsletter “The Economic Value of On-Premise Signage” for further information.

3. What other benefits does this signage deliver? (Brand image, prestige, etc.)

4. What risk to the prospect do I need to minimize or alleviate in regard to this purchasing decision? (what boss/peers may think, company reputation, etc.)

5. What urgency have I created to encourage the prospect to buy this signage now? (such as volume discounts, production and installation timelines, grand opening deadlines being met, etc.)

6. Why is buying this sign from me better than buying from my competitor? What specific advantages does my company offer?

Have your closing checklist answers prepared and ready to fire – your fast responses can help you to make the sale today.